Indulge me by answering this simple question: Would you rather spend all your time and resources hunting for new clients, or spend less time maintaining your current client relationships?
If you chose the first option, will you send me all your old client information so I can mine for the gold?
Many people don’t realize how big a gold mine they’re sitting on with the numbers in their directory. I’ve seen people build multi-million dollar businesses off of a client base that steadily grows but remains largely the same. Why? Because these business owners understand the importance of maintaining quality client relationships that lead to more business.
Even if you only have a few clients (or none at all because you’re just starting), you can build a solid client base by practicing my follow-up system.
Regular follow-ups give the customer a chance to be heard and engaged effectively. Whether you know it or not, many clients expect you to keep in touch. People want to be told what to do and expect next, so provide them with tangible opportunities. They may even have another property or job lined up for you, but unless you reach out, they could take it elsewhere.
Following up makes your customers feel special, therefore increasing reliability from them. But, what happens when you follow up and they have a beef with you? LISTEN to it! Provide them with a chance for you to prove yourself by improving what needs to be corrected, and you may end up with the strongest client connection you’ve ever had. You can never listen your way out of a customer.
Go the Extra Mile
When you fulfill a customer’s expectations, you’ve already given them a reason to business with you again. Remind them with regular follow-ups, and you’ll inspire them to remain loyal supporters of your business.
Offer Incentives to Let Them Know You Appreciate Them
Send them a package of cookies or a coffee gift card; you’ll never know how great an impact something so small can have on your business until you do it. Studies show that when people feel appreciated by you, they associate the feeling with working with you.
The opposite is painfully true. 68% of customers leave a company because they perceive that the company is indifferent toward them. If you could avoid losing 68% of your clients by showing them you care, would you?
Make It Easy for Them to Work with You
When working with you is the next logical step for your clients, and you remind them of this through your follow-up system, then you won’t be short on business opportunities. Keep your process simple, anticipate their needs, and stay up-to-date on your consumer knowledge.
Make It Easy for You to Follow Up with Them!
Set yourself up for success by systemizing your follow up routine. Set up:
– A Customer Relationship Management System (CRM)
(You’re going to spend all this time making calls, dropping letters, and securing customers, but who is communicating with them when you’re on vacation?)
– An email deliverability service which sends emails, surveys, and auto-responders
– A Website
– A Blog
– A system to send out newsletters, reports, and webinar invites
– An online system to disseminate real-time information for client consumption (webinars)
Remeber; be annoying, be a pest, and be a CONSTANT REMINDER that your service provides others with RELIEF. The worst thing you can have in your business a client with a deal come to you with a missed opportunity because they lost your number!
Something as simple as a phone call can tell your client that you don’t take them for granted.
I’m unveiling a new Lien Abatement program in Las Vegas in December. (To read more about it, CLICK HERE and HERE.) This information will give you a HUGE edge against your competition. It’s fast approaching. You don’t miss this training! Lein Abatement Specialty Certification weekend in Las Vegas on December 7th-10th, call us at (800) 473-6051.
To Your Success;
Lee A. Arnold
The Lee Arnold System of Real Estate Investing