You can never have too many clients right? And if you think you do, that’s certainly not the worst problem to have. But the tricky part is getting to that point. In our business, having a strong client base means that you’re constantly attracting new clients.
This often takes a certain approach - that of a big brand. Consumers tend to be very brand-loyal shoppers. They’ll stick with either Pepsi or Coke, or they’ll always buy the same shampoo or toothpaste. So in the same way that corporations use branding to promote loyalty, that same principle applies to individual people - like a real estate agent.
Retion Science states that brand loyalty “has very little to do with prices or money, but has everything to do with how your brand is perceived by the consumer, whether through promotional activities, reputation or their previous experiences with your company.”
So from this, the formula to attracting new clients is to establish yourself as a strong and desirable brand, and then let your marketing bring your brand to the attention of potential clients.
Here are 4 main things you should consider when trying to attract new clients:
Define Your Ideal Clients: Clients are looking for a real estate agent who is the perfect fit for them. You should be doing the same. Most agents usually don’t even know what their ideal client is. You should consider what type of properties you specialize in, the region you’re working, as well as your own personality and how you interact with people. One way you can start to identify your ideal client is to consider your past clients. Who did you like working with or had the most success with? Were they positive, committed and motivated? Once you have identified particular traits you can build a profile of your ideal client and focus on attracting them to your brand.
Get In Front Of Them: Once you have identified your ideal client, you need to get them to notice you and find ways to connect with them. Are they part of certain community groups? Are they visiting certain websites you can take and ad out on? Before people want to do business with you, they’ll want to know, like and trust you. The only way they’ll know they can do that is if they hear from you. Word of mouth is still one of the best ways to get your name circulating.
“If you do build a great experience, customers tell each other about that,” says Jeff Bezos, founder and CEO of Amazon.com. “Word of mouth is very powerful.”
Utilize Technology: These days, a strong online presence is mandatory for attracting new clients. Over 90 percent of home searches begin online nowadays and many home buyers are looking for realtors online as well. So when someone searches for local agents or enters your name on referral from a friend, you have to be sure they’ll like what they find. Fair or foul, potential clients will judge you and your business based on the presentation of your website and social media. Some things you can do to ensure a solid online presence: post content that the client will like rather than touting your own horn, have a clean professional layout, and walk the fine line between being open, friendly and professional.
Be Consistent: Just as big brands like Pepsi and Coke, your brand needs to be consistently excellent. The talk about your business, both offline and online, needs to be that you get the job done, and you have fun doing it. The client experience should always be professional but with a personal touch, making your clients like you go the extra mile.
Go Get Them
Real estate is a referral business so the more happy clients you create, the easier it will become to attract new ones. So make sure that you build your brand like no one else can and use all of the marketing tools at your disposal to make sure people hear about you. Eventually, you could become a household name.
Still not quite sure how to brand yourself as a real estate expert and utilize social media properly? Try CityBlast’s two week free trial and we’ll show you how you can get way more clients using social media.
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