The year is well into Q2. Are you taking advantage of your current situation and leveraging your sales pipeline? Closed transactions and those currently in the process can actually be the key to additional business later this year and beyond. Whether you want to close ten transactions or ten thousand, here are five ways to turn your closings into referral clients.
- Host a house-warming party. No matter the season, a house-warming party is a great way get to know the friends, family, and neighbors of your past clients. Once you help your buyers find their dream home, offer to host a house-warming party. Using your preferred service providers to assist you, make this party work for you. Send the invites, bring the food, and help clean up. The benefit: You meet all sorts of new people and prospective future clients.
- Send out Just Moved cards (or emails). Similar to the house-warming party, you can connect with the friends and family of your clients when you send moving announcements. Whether you do this via email or the postal service, this technique has multiple benefits: It helps you grow your list, provides a service to your clients, and also serves to serves as a testimonial to prospective buyers and sellers.
- Create your own drip campaigns. Top-of-mind awareness plays a vital role in converting your past closings into lifelong clients and referral sources. Set up bi-monthly or monthly email drip campaigns. To keep these email campaigns interesting, be sure that they not only sell your services but also focus on providing information of value, and sharing a little bit of you. People love to connect on a personal level. When you open up a window into your world, past clients get to know you better, and may feel more comfortable referring you to friends and family.
- Get reviews and testimonials. While it is much easier to obtain a review while you are in the midst of the transaction, always ask for reviews or testimonials anytime that you can. Request reviews on review sites or ask clients to provide you with testimonials that you can use in promotional materials. A strong endorsement goes a long way. Remember the last time you made a purchase via the Internet. You read the reviews first, didn’t you?
- Follow up regularly. A client can become a lifelong friend—especially if you follow up regularly via phone, social media, and U.S. mail. Keep in touch with your new friends. When you create a lasting bond, it will lead to referrals for life.
- Ask. Perhaps the most obvious way to turn clients into referrals is the one we often don’t think of: just ask. Without overselling, don’t by shy about asking your current and past clients if they know anyone who may be buying or selling soon. You may be glad you did!
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