To me their is nothing better and more enjoyable about this business then when I recieve a referral from a past client.
I am working hard on developing my referral and repeat business to become at least 50% of my sales.
I have implemented a 33 touch program which is a great way to stay in touch with cleints. This includes phone calls, email newsletters, cards periodically throughout year, and b-day and holiday cards.
I am also going to start Dave Benson's letter follow up plan to help me stay in constant contact with clients.
In addition to staying in touch with my past clients I also offer incentives for giving me referrals.
In my opinion a referral beats a new lead any day of the week. It creats an immediate trust factor between yourself and the referral because they trust their friend or family member who put themselves on the line by referring you. It takes away the "fight" for the business.
What are the best methods you use to stay in touch with your past cleints and build up your referral and repeat business?
Speaking of referrals, I offer a 30% commission for any referrals!