Clients are like plants—with water, sunlight and attention, they will blossom and may send shoots to form new plants. Similarly, calls, personal notes and Pop-Bys help your clients to become strong advocates for your business. The process takes time and consistent contact with your A+ and A clients; however, the time you spend building and nurturing these relationships will help your business grow and thrive. Below are some easy tips to find potential great clients and develop your relationships with them.
1. Make a list of the character qualities and transactional opportunities that you’re looking for in a client.
2. Visualize who you want to work with and write down the description.
3. Who has sent you multiple referrals, regardless of whether they have closed or not?
4. Who is an advocate for your business?
5. Who have you done multiple transactions with?
6. Who has a large sphere of influence?
7. Who has a great business?
8. Who is the most connected?
Make time for face time
Now that you have lists of your best clients, when did you last see them face-to-face? If it’s been a while since you made contact, now is the time to reconnect and take them out for coffee, lunch or plan a golf outing. Use the time to get to know them better so that you can provide personalized service.
Get to know your great clients
Ask them questions about their lives, interests, families, businesses and careers. Questions are essential to developing the connection that will transition them from a client to a business advocate. The more you know about them, the more opportunities you’ll find to connect and personalize the services you offer, which sets you apart from your competition. In fact, you’ll find that people will begin to gravitate to you as they get to know and trust you.
Dealing with skeptics
It’s natural for more guarded individuals to be taken aback when someone is asking questions about their lives. When they ask why you’re asking so many questions say:
“I really want to be able to personalize my level of service for you so that when I’m communicating and interacting with you, I want it to be personalized just for you.”
Remember to update your client’s entry in your Referral Maker™ CRM database after you learn something new about them. Referral Maker is a real estate CRM that allows you to keep notes on each client so that when you speak with them, you have conversation starters at your fingertips. Click here to learn more and to start using Referral Maker CRM today.