Thanks to Adrienne's "Summertime Marketing" course, my August numbers were the best they've ever been.  In the acupuncture and holistic healing world, August is typically one of the slowest months of the year.  Using the techniques and tips in Adrienne's class, not only was our August full with patients, it was one of the busiest months we've had since opening. 

That momentum has propelled us into the busiest 4th quarter we've ever had.  Thanks Adrienne!

Stacey Donelson, L.Ac.

Licensed Acupuncturist & Clinical Herbalist



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How Many Contacts Do You Have?

by in Business Marketing
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How Many Contacts Do You Have?

I’m constantly invited to be connected, befriended and followed on LinkedIn, Facebook and Twitter respectively.  While it’s pretty clear some people just look for others to invite, I’m pleased to say I know the vast majority of people who communicate with me; if I don’t know them, at least they’re related to marketing and/or sales in some way.

How many contacts do you have?  How many of them are worth a breakfast, lunch or coffee in the New Year?  What do you know about these people?  What do they know about you?  What do you have in common?

Business opportunities surface when you least expect them.  (Of course, when you’re desperate, they seem to be nowhere in sight.)  The more you schmooze, the more you gain.


You’ve heard me write repeatedly that marketing isn’t about quantity; it’s about quality and continuity.  So, out of all your contacts, how many would make the final cut after some serious whittling?  If your Schmoozing Schedule is going to consist of a weekly invitation for breakfast, lunch or coffee, the number should be 52 (allowing for a bit of doubling up to compensate for holidays and vacations).

Over the decades, here’s what I’ve learned about business owners and executives:  they know very little about their clients and/or customers.  I believe the same holds true of many of our social media and other contacts.

Once you meet with someone and learn that you grew up a mere ten miles apart in another state; served in the same branch of the military; played against each other in football, soccer, basketball or hockey, you develop a mutual trust.  You might wish to form an alliance, start a networking group together, refer back and forth – there are myriad possibilities.

Yes, social media is important, but there are limitations to what you want to reveal to a massive audience;  face-to-face encounters seal the deals.  If some of your contacts are distant, then voice-to-voice communication will work.  You might not be privy to body language or eyeblink rate, but you can certainly pick up on inflections.  You can spot neutrality or appreciation in one’s voice.

So . . . my question of you as we near the end of another year is, are you collecting contacts for the sake of mentioning how many you have, or are you deliberately and strategically developing contacts who will be mutually beneficial?  I don’t mean this to be a cynical, money-grubbing question; I mean this in the context of marketing effectiveness.

Another way of asking this is, are you marketing hard, or are you marketing smart?

All the best.


Need some help with your Marketing Plan?  

Visit for information on our “Do-able Marketing Plan” workbook and “10-Minute Marketing Plan” program.  You may also visit to sign up for our session on “Easy Market Planning.”

And don’t forget to order our 2015 e-Schmoozing Calendar, just $17.95.  The Calendar will offer you 12 months of ideas of whom to invite for breakfast, lunch or coffee every week.  There’s a script that’s pertinent to one of each month’s schmoozing suggestions, to make those initial calls easier for you.  Our Schmoozing Calendar is a terrific bargain and a great way to embark upon face-to-face, immediately effective marketing!



Adrienne was a New Jersey public speaker and business expert for over THIRTY years. Now she’s a marketing and referral consultant. Denver and Northern Colorado have depended on her since her arrival here over 12 years ago.

Consulting and speaking to business owners and executives of growing businesses throughout the United States since 1977, Adrienne Zoble has guided companies toward marketing strategies that help them work smart, not hard.