Show Former Clients Your Appreciation
3 Ways to Show Former Clients Your Appreciation
3 Ways to Show Former Clients Your Appreciation. Image courtesy of photostock / FreeDigitalPhotos.net
How are you going to differentiate yourself in 2014 to get more leads?
Here are three ideas from Victoria Gillespie with RE/MAX Realty Affiliates in Mount Airy, Md. Gillespie presented “Redefining Your Business Proposition” on Friday at the REALTORS® Conference & Expo.
- Her first secret weapon is her little black book. Gillespie, who is also the national director of business development for REALTORS® Federal Credit Union, has put together a list of her favorite lenders, title companies, contractors, and local businesses into a marketing brochure booklet that she only passes out during high-end, high-touch situations. She also includes client testimonials and background about herself.
- Twenty percent of Gillespie ‘s clients give her 80 percent of her referrals. So she leverages those people and focuses her marketing activity on them. For example, Gillespie sends a bimonthly newsletter to 150 of her best clients in which she provides home improvement tips, staging ideas, and local market information. She usually gets between five and seven e-mail responses, some complimenting her on the content, some just saying hello, and others offering referral leads.
- Gillespie chooses closing gifts that her clients will frequently see and put to use in their home. One of her favorites is a high-end cutting board that she personalizes with something her clients are passionate about, such as music or fishing. And she refuses to skimp on quality: “If you’re going to spend the money, make sure it’s on a gift that will last,” she says.
—E. Christoffer, REALTOR® Magazine
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