Tapping Into Referrals From Long-Ago Clients
Even if you’re currently getting referrals from clients you worked with years ago, you could probably be getting more. According to studies, the average homeowner knows, on average, 2 or 3 people who are moving each year. That’s a lot of potential referrals.
There are many techniques that will help you get more recommendations from previous clients. For example:
- Stay in touch regularly. This is the foundation of remaining top-of-mind with past clients to ensure your name immediately comes to mind when they are asked for a referral. Consider a program that includes email, direct mail and phone calls.
- Continue to be of service. Top sales associates like you know that the job doesn’t end with the transaction. To get a past client to think of you as “My Sales Associate”, you need to continually be of service. Continued service can be as simple as calling occasionally and sharing your expertise.
- Ask. Although it takes some work, contacting a past client and asking for a referral can be effective. Simply say, “I’m interested in working with more great clients like you. If you know people who are looking for a sales associate, please give them my name.”
Using these techniques, you can increase referrals from even long-ago clients.
©IXACT Contact Solutions Inc.
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