How do prospects and clients view you? What area or emotion of their life do they associate you with?
Have you ever thought about making a conscious effort to attach yourself to the positive moments in your clients and prospects lives?
What I mean by attaching yourself to the positive moments is learning their birthdays, anniversaries, hobbies, and what is special to them. Now I'm not saying you have to memorize all of these details but use a reminder system that works for you. When sending out a birthday or anniversary card, this is your chance to remind them of your business and it also gives you a chance to engage them on what is going on. One of the most important tricks of the trade is to always keep the conversation going with your clients, past and present!
I'm also not saying to send a birthday card every single year to a prospect you met 3 years ago but maybe for that group of people in your business, you could engage them in a reward program. For example, for every prospect they send your way that becomes a client, they a Cutco knife. Overtime, they have the possibility of having an entire set, just for talking about you! While there aren't hundreds of thousands of ways to say thank you, we previously talked about seeking gifts with longevity in our blogs. Avoiding consumables. Including a gift with longevity into your reward program has the same effect on that prospect that is does when you have given your client a closing gift. On the same hand, if you are not in the position to be giving out these kinds of thank you's to your prospects or it simply does not fit into your business model, you could always consider a referral discount program.
As business owners, we tend to focus on the here and now. How can we best service the client we are currently working with? While that is a great business practice, you also need to be focusing on your past clients as well. There are plenty of people and prospects that will cross your path that are not in the position to purchase a home or hire your service, this doesn't mean that they won't ever be able to or that they don't know many people who can and will! If you can change your mindset, you can change your business.
Thank you for reading,
Your Client Retention Experts