A vibrant database is essential to a thriving business. How to you build a vibrant database? It’s simple: by growing and nurturing your relationships through consistent communication. That is, you have to make sure you mail your marketing items each month, call your clients to check in, write personal notes and deliver Pop-Bys to your top clients.
What are the benefits of building a vibrant database?
You’ll know where to focus your efforts. Although it’s important to serve your entire database, it’s important to sort and qualify it so you can give extra attention to your top referring clients.
You can focus on lead generating activities that build your business, such as client lunches and parties, phone calls, etc. You have an advantage; you’re marketing to people you already know. Therefore, your lead generating activities serve to build upon your existing relationships and generate referrals.
Offering a high level of service creates a buzz among your client base. When you provide value, your clients will likely to tell others about you and refer you to their family and friends.
How to sort your database
It’s as easy as A, B, C. By sorting your clients into the following categories, you can better manage your time and marketing campaigns.
A+ clients fuel your business and send multiple referrals your way.
A clients send a referral or two here and there.
B clients may need to be asked, but would refer you.
C clients might refer you at some point in the future, but haven’t yet.
O clients are leads you get online.
D clients won’t refer you.
Where do you find new clients?
Potential clients are everywhere. They’re the people you meet and connect with every day. Here are a few places to start:
• Your activities such as volunteer organizations or book club
• Your children’s school and activities such as local sports and after-school programs
• Your place of worship
• People at the businesses you frequent—bank, dry cleaner, etc.
• Former co-workers
• Neighbors and former neighbors
When you speak with them, use the Mayor Campaign:
“Oh, by the way® … if you were buying or selling a home, or had a friend or family member who was, do you have an agent you would refer them to?”
If they say they don’t, say, “I’d like to be that person. From time to time I come across valuable real estate information that everyone finds helpful. Would you like to receive that?” Remember to get their name, address and phone number so you can add them to Referral Maker CRM as soon as you can. Not using Referral Maker yet? Click here to learn more.
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