Realtor Mag author Lynn Olson suggests that your best chance for ensuring future business is to create a loyal pool of happy clients who will refer future business to you. It’s essential to stay in touch with clients well beyond the transaction in order to nurture customer relationships that will eventually circle back as a source of new business. The goal is to strike the perfect balance between too much and too little contact. Olson offers the following three tips for engaging clients over the long haul:
Give undivided attention.
Reach out to clients quarterly with personalized communications. Generic blast emails are not enough – customers will eventually tune you out. Face to face contact, including client appreciation events and one-on-one interactions, make a lasting impression.
Keep adding value.
Find ways to remind clients of your professional value. Demonstrating community and market knowledge reiterates your usefulness long after the deal has closed. As the article states, it’ll likely be 5-7 years before clients move again. Make sure you’re still in play by remaining a resource throughout that time.
Leverage technology to retain personal contact.
Automatic marketing emails are often ignored by past clients. As an alternative, set up a drip emails that notifies a client you are interested in setting up a phone call to chat about their home value or simply catch up. Use this technology to pick up that phone and make a personal connection.