Is it about getting more leads, or doing a better followup on the ones we have?
I think the even more relevant question is, How are we staying in touch with our current clients?
It costs so much less to keep a client, than to attract a new one.
Current clients are already sold on us - we don't have to sell them on who we are and how we work.
It's kind of the same theory as - don't spend your time improving your weaknesses, spend your time improving your strengths.
I'm just getting ready to revamp my "keep my old clients" touch program. It's been a busy year and I'm dragging my feet!
Hi Sharon, i'm updating my database for "touch base" calls starting Monday, thanks for your post!
With the end of the year coming, it seems that many of us are looking at our databases and screaming at how badly we have managed them. The real trick is staying in touch without making someone feel like they are being pitched.
I work equally hard at both. Keeping in touch with old clients and attracting new ones. Yes it cost mroe to attract new ones, but in this housing slump, I'm trying to cover all my bases. I do a lot of mail outs for old clients and emails as well.
Sharon - Great post. I'm going to have go through my leads and get organized.
Sharon, we follow up with leads via phone and email. Sadly, our technique is not working as well as I would like - still refining.
You are so right. I know agents in my area, top agents who would never blog or do lead generation. They don't have to, they have a great referral network. Now, me I am still trying to build my business so I do both. With most of my past clients not moving up or down sizing, I have to rely on the new folks moving in.
But sometimes we spend so much time on the client who we know wants to use us, but then they can't actually buy/sell for unforseen circumstances, and you need to have constant leads coming in your pipeline. You can't spend too much time on just one lead or it might lead you no where.
Indeed, I have started contacting old leads once again... this is the perfect time of year for that!
Rob - that should help your business next year.
Lisa - if the contacts are about them, they don't feel pitched.
Tammy - yes, of course we need to cultivate both. Onyour old clients - be sure you have some personal contact as well, not just mailouts and emails.
Robert - December's a good time to do that.
Tim and Pam - leads are often long-term - spend some time following up with your clients, too.
Missy - we need to be working everywhere.
Donna - sometimes good prospects do go on hold, so we need to be working everywhere we can.
Barbara-Jo - good for you. Yes, it is.
Hi Sharon~ you are so right about following up with those clients we already have..and keeping the relationship nurtured. It gets hard but oh so important. A lesson I'm still trying to get a good hold of:)
Hi, Laura - your comment is a perfect example of keeping the relationship. Nice to hear from you.
Comments(13)