DON'T SAVE THE BEST UNTIL LAST… staying in touch with your Past Clients and Center of Influence… your Sphere…is a great way to maintain your Sales volume. You can't afford to let that slide… too many Salespeople don't "water their own garden" frequently enough. Continuing the metaphor… "flowers die and weeds will creep in". We can easily lose control of our most important resource. Let's assume you are staying in touch consistently, it is also critical to be aware of another dynamic. Because technology is changing so rapidly, we need to be sure we are "staying in touch" in the best ways possible.
Here is your ACTION STEP… during a recent Coaching session with longtime client Steve Epstein of Accelerated Real Estate in Miami (305-546-5132), we addressed this all important issue of how to best stay in touch with our best source of business. Here's what we came up with:
Updated Past Client and Center of Influence Program
1. Personal phone calls every 90 days
2. Monthly e-mails (consider doing YouTube videos sometimes)
3. 5-10 personal notes per day (a great touch in addition to the Internet)
4. Surface mail newsletters every 90 days (hire a company for this)
5. Weekly blog… Facebook, Twitter, Linkedin
The question isn't whether or not you are doing some of these activities, the question is are you are doing all of them?... and as frequently as recommended? Have a serious look at your existing program. If you don't stay in touch this often… you are losing your most powerful source of business. They already know, like, and trust you. Keep it that way. NO Excuses.