After too many years that I don't want to remember in the sales arena, I've learned how to stay in contact with my clients after the sale closes. In most cases, whether we sell life insurance and financial products like myself, or sell homes, mortgages or other products, whether it be a tangigble or non-tangible product, I find that many people collect their commission checks and move on to the next sale.
Not me. I learned a long time ago that your best client for future business is one that you've already sold something to. Prior to closing a sale, you've learned plently of information about your client, some of it personal, other info not so important...so you think.
Sales is a relationship business. these relationships that we nuture can be a future asset to us.
Being in a different industry than most of you, clients are important to me. More important is the referrals that they give me, and can give you. My computer is full of information that I use to stay in contact with my clients, some more often than others. I know their birthdates, anniversary, date, the date their child(ren) were born, their interests and more. I use this information to my benefit to stay in contact with them.
It may sound easy, but alot of people just don't do it. I send cards out constantly, for their birthday's, anniversaries, holiday cards, and articles of interest, (if I come across something that I know they're into). I do my best to put a hand written note on each. You'll be surprise how a little thing like this go a long way.
The frequency of contact should be twice a year, (in my line of work, more often). The purpose is to stay in their minds, because they will purchase again, no matter what the product is that you are selling. ( I find that if a cliet buys a term life policy they sometimes feel that do not have an advisor, unlike those who have purchased a more permanent insurance plan.) In the real estate business, many people often purchase larger homes as they become more well off. Older people downsize when the kids leave the nest. I can honestly say that the Realtor that I purchased from send me some type of information every 6 weeks, and i purchased my home 10 years ago this month.
REMEMBER, that the most important product that we are selling is ourselves. Stay in contact with your customer.
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