List Building 101 for Every Part-Time CFO
ByMark Gandy Reading Time: 2 minutes

List Building 101 for Every Part-Time CFO

I’m a systems and process guy. It’s just instinctual, I can’t help it.

If you’ve seen my email signature, you’ll see the numbers 8-8-2-2, my Kolbe profile. The second 8 reveals my Follow Thru instinct on a 1-to-10 scale. Perhaps this is why I follow a consistent practice after every introductory meeting.

Four Steps I Perform After Meeting a New Person

No system is perfect, but here’s what I do after I meet a new person for coffee or lunch.

  1. I immediately enter their contact information in my Outlook application. I’ve tried using a CRM system, but  the benefits of using one have only been incremental. Regardless, get that contact information in the tracking system that you use.
  2. Connect with this person in LinkedIn. Most of the time, they will accept the invitation. If I don’t forget, I let them know I’ll be sending a LinkedIn connection request. Sometimes, this happens ahead of time.
  3. Figure out immediately how you can promote them. There are several ways to do this. My favorite method is to connect them with someone I know where both parties could benefit. Do they have a Twitter account? Promote them.
  4. Add a calendar item in Outlook or the tool of your choice two months into the future reminding yourself to send them a note either via email or through the regular mail–handwritten notes are a nice touch. If I find an article or blog post that I think pertains to them, I pass it along.

Keep repeating steps 3 and 4 regularly.

Remember, we’re not in the get-clients-quick business. Network building is slow, but it works when done effectively.

More importantly, the process above is about building quality relationships, even friendships.

Bonus Step

Since I believe in transparency, this next step is one that I do not follow regularly which is why I left it out above.

Do you use an autoresponder system like Aweber, MailChimp, or Drip? If so, perhaps Step 5 is adding that name to your email list. Your system may require double opt-in. If so, incorporate the requirements needed for this 5th bonus step.

Mark Gandy

Mark Gandy is the Head Coach and General Manager of Free Agent CFO™.

Mark entered the game of CFOing in 2001 and practices under the brand G3CFO. Through coaching, teaching, and inspiring, he wants to help other CFOs, small CPA firms, and business consultants take their CFO game to a whole new level.

Mark is also the producer and host of the award-winning podcast for business and financial leaders, CFO Bookshelf.

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