IT TAKES MORE time and money to acquire a new client than it does to keep an old one. But what if you haven’t been great at keeping touch? Here are seven ideas to help you start some conversations:
1: GET SOCIAL
Spend an afternoon looking for past clients on whichever social channels you use the most. Also, if you find out that one of your previous clients has a blog, you can take the time to read that, too, and leave a nice comment.
Some people are most comfortable on the phone. If you had good phone rapport when you were working together, leverage that to reconnect. You can say something like, “Hi Sue, I was just driving through your neighbourhood and thought of you. How’s it going?”
3. SHARE SOME NEWS
Did you change your address, phone number or business name? Or maybe you added a new service or associate? Know of a property that sold in their street? Anytime you have news is a great time to send an email or personal note to your contacts to re-ignite conversation.
4. SEND A (POTENTIAL) FORTUNE
How about sending mail that everyone will have a little fun with? Pick 10 contacts a month that you want to touch base with and by 10 scratchies. Mail a card to each with the scratcher tucked inside and a note wishing them good fortune.
“Dear Sal, just wanted to send a little fun your way. If you win big, you know who to contact to help you find just the right mansion. :)” You can finish with “Let’s grab lunch soon!” if you’re hoping for a little face time.
5. CELEBRATE AN ANNIVERSARY
Remember the anniversary of your client’s settlement. Switch it up a little every year, so you’re not just repeating the same boring greeting.
The first year can be a congratulations message, the second year you could include home maintenance tips, the third year an estimate of how much their home value may have increased and so on.
6. BUY A COFFEE
Everyone likes a coffee (or tea) break from time to time. Call five past customers a week and invite them to meet you for coffee, your treat. Don’t push an agenda, just say you would like to catch up and see how it’s going in their neighbourhood… agent research if you will.
7. HOST A PARTY
Plan an annual party,either at your office, a community park or a local venue. Invite all of your current and past clients and invite them to bring their friends. Provide snacks and drinks and let the conversation flow. A BBQ be can fun, think about fundraising for the community!