There are basically two methods to getting new clients:
- Chase
- Attract.
The “Chase” Method:
This involves going after new clients one at a time. Typically you
might cold call a list of homeowners, ask them if they plan on making a move
some time in the near future. If you call two hundred homeowners, youʼre bound to
get one or two yes's.
But wait! The funʼs just starting.
NEXT: Work those leads - Try to convert them into new listings .Difficult to do when youʼre starting off the relationship as a “salesperson”.
In fact, not only is it a real time consumer, but it can be downright exhausting. However sometimes
you do have to do some “chasing” to win those new clients.
Personally, I think it'd be better to have potential clients call me when
they have a need for my services. Thatʼs the “Attract” method.
The "Attract" Method
How do you make it happen?
- Simply be a friendly, knowledgeable expert to the people you want to do
business with.
2. Build loyalty with your past clients and business-to-business referral sources;
Motivate them to spread the word about you. So when a loyal past client has
a friend who needs real estate help, heʼs going to say, “You need to speak to the expert,my
REALTOR®, _________.”
Remember: PAST CLIENTS ARE GOLDEN. Thatʼs what makes referral and repeat marketing the best “attract” strategy there is for
growing your business and building a strong client base.
So the next time you update your database, plan
a client appreciation event, or schedule an annual homeowner check-up with a past
client, remember: The “attract” method sure beats cold calling! It's more enjoyable and much more effective.
Want to attract? Call your past clients...You might be amazed at how well it will go.
Comments(4)