Desperation doesn’t look good on anyone. It’s the quickest way to drive people away from you in any relationship – romantic, friendship, and even business.
One of the things that drives people crazy about many small business owners and Realtors® is that they’re so eager for business that they fall all over themselves trying to give pitches and “serve.” The problem is that it’s not real service – it’s a desperate money grab!
The good news is that you CAN follow up with clients and prospects with class. Here’s how.
Share Useful Information
One of the problems that people have with business owners is that everything is focused on the business and the sale. People aren’t interested in “being sold,” although they love to shop and buy.
To build that relationship and help the prospects trust you, share useful information. With buyer prospects, help them understand how to evaluate an area to see if it’s a safe neighborhood. With sellers, offer ideas on how to spruce up their home and improve home values.
When you share useful information that’s focused on the prospect, instead of you, you can stay in touch without reeking of desperation.
This isn’t just for prospects either – make sure current and former clients are in the loop with any updates on new listings, changes in neighborhood values, or recent successful sales. This will keep you top-of-mind and help bring referrals!
Don’t Assume Silence is Annoyance
Have you ever been so busy that you forgot someone wanted you to call them, or forgot to set a date for a get-together?
I’m sure you have – probably within the last 24 hours!
Prospects are the same way. They have busy lives, and they can become distracted and forget that they were planning to call you. As a result, you don’t hear anything!
Don’t assume silence means you’ve put them off. Think about your own life – they probably just forgot. A gentle reminder can actually be helpful to them, not annoying!
You can keep reminders short and sweet, but remember that you’re likely doing them a favor.
Be Prompt and Consistent!
When someone reaches out or wants information, don’t delay in your own reply. As a professional, you need to get back to prospects right away.
If you delay, not only do you seem disinterested in serving them, but you can lose the sale to another more prompt Realtor®. People don’t usually interview multiple real estate agents – they go with the one they hear from first!
By the same token, be consistent in your communication. How would you feel if you never heard from someone and then got an email every day for a week and then didn’t hear from them for another month?
It would be extremely annoying! Instead of doing the “occasional firehose” approach, do the “slow and steady” method. Send emails every week. Send postcards every month. Be consistent. It matters.
Focus Your Connections on What Others Need
The number one key to not being desperate is making sure that you’re focused on what the other person needs.
Whether they are a prospect, current client, or former customer, how can you best serve them right now? What can you do to connect with them in a genuinely useful, helpful way?
Don’t assume people don’t want to hear from you. Often they do. They just don’t want to hear from the desperate version of you. Instead, stay confident and consistent.
Have you sent your postcards this month? We have a BOGO special on seasonal postcards. Buy 500, get 500 free – use promo code SEASONAL18!
This post originally shared on PrinterBees' Real Estate Marketing Magazine.