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"I will remember you, will you remember me?"--Post closing techniques to keep you engaged with a client with whom you have had a so far successful relationship
I recently wrote a post concerning the "closing being an opening". Since writing that piece, i have had some time to consider additional strategies to use to keep my name, and my presence, before the client. It is a truism that the best sales efforts are directed not at attracting new clients, per se, but rather at enhancing the opportunities for referrals based on a continuing positive with an existing client.
How many times have all of us promised at a closing that we will "keep in touch" or "you will be hearing from me"? The secret to effective post closing contact is BALANCE. What I mean by this is you need to get yourself in front of your client; you also need to make sure that you do not become a pest.
In my practice as a Massachusetts real estate attorney, I have found the following post-closing techniques to be effective, non-offensive, sales techniques. You may have others, and I, for one, would be interested in hearing about them.
     1. Send a handwritten note to the client shortly after the closing. If you have engaged the customer in conversation at the closing [I cannot believe you have not], allude ... more

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