Where Do I Start?
☐ Step 1: Create or Clean up Your Database
You are in one of two positions; you don't currently have a database or you have one that may need some updating. Either way, here are some easy tips to consider when creating or cleaning up your database. Your database is, after all, the backbone to your success. It needs to be in tip top shape before you begin any marketing program.
- Make a List of Everyone You Know. Don't just this list to business contacts; include everyone from your dentist to your coffee barista to your child's daycare provider. There are opportunities for business everywhere you look.
- Split Up Your List: Now you need to determine who in your database is a past client, a warm prospect, a friend, a cold prospect, a referral source or a business contact (like your title rep).
- Include Important Info: If you can, be sure to include birthdays, anniversaries, hobbies and favorite restaurants in your database. This information will give you all the more opportunities to contact these folks in the future.
☐ Step 2: Start Contacting Your Past Clients
Your past clients are the gold of your business. These people have worked with you before and trust you (assuming you did a great job). You MUST keep in touch with this group regularly. Why? Statistics show that 93% percent of purchasers are satisfied with the professional they used, but only 11% will buy from them again - because they don't remember their name. It is as simple as that. Another reason to keep in touch is, they may not be ready to work with you right away but their friends or family may... and if you stay in touch they will remember your name and have your info ready to refer you. Start here and keep in contact with your past clients consistently. Here are some ideas:
- Offer up a Recipe. Even if you don't like to cook, your clients may enjoy it. Sending a new Recipe Postcard each month to your past clients not only keeps your name in front of them, but it also offers them something of value. This is STILL our #1 seller - because people keep them!
- Tips Are Great. Send a list of Home Tips to your clients each month. Everyone is always on the look out for helpful and easy ways to upkeep and improve their home, or ideas for activities with family or friends. Add some value and fun to their lives.
☐ Step 3: Consider Prospecting a Niche
Are you passionate about a certain target market? Do you love helping first time homebuyers? Are you partial to the senior citizen population? If so, let them know! Become the expert in your area and begin building trust. Remember that prospecting doesn't have the same return as marketing to your past clients because they don't know you yet - so don't give up! Here are some niche markets you might want to consider:
Check out all Prospecting Niches here!
☐ Step 4: Build Referral Relationships
Top producers interviewed on Top Producer Strategies have stated that 54% of their business comes from their referral sources. If you aren't building strong referral relationships, you could be missing out on over half your business! Here are a few ideas to help you grow your referral source business:
- Keep Them Informed. Send industry news to referral sources often. They have their own industry to keep tabs on, so help them be up-to-date on your industry by shooting them an email or calling them to tell them exiting or new industry news.
- Send a Referral. One of the best things you can do is send a referral. Show them you are serious about helping them build their business. You will likely receive a referral from the ones that are serious about helping you too!
- Offer Value. All of us are striving to make our business stronger and more effective. Send your partners 7 Steps to Success. Each postcard offers 7 easy steps to follow to achieve success in a specific area of business. Here are a few categories:
- Improve Your Productivity
- Improve Your Website
- Improve Your Business Plan
View all 7 Steps to Success Postcards
☐ Step 5: Supplement for More Profit
Once you are consistently contacting your past clients, prospecting a niche market, and building relationships with referral sources, you may want to begin marketing in non-traditional ways. Here are a few ideas to get you started!
- Start a Blog. Write about personal and business related topics. Send an email reminder to your clients each week reminding them to read it!
- Sponsor a charitable event in your area and invite your database to participate with you for a good cause.
- Hand out free balloons in, or outside of your office. Make sure your business card is attached!
