We all know we should be staying in touch with our clients on a consistent basis. We know it is easier to draw juice from the fruit we have already picked than to pick new fruit. But how do we do this without being annoying? ....
We often hesitate to contact existing clients because we don’t want to bother them. This feeling often stems from having a selfish motive in contacting clients. In other words, we should not be just staying in touch because we feel like we should in order to get more business.
If we had the cure for cancer, would we hesitate to share it? Noooo!!!! This is because we know we have something valuable to offer.
So while we likely won’t come up with the cure for cancer, it is important to identify things we can offer our clients that they will find valuable.
HOW YOU CAN USE THIS:
1) Make a list of questions or requests that clients frequently ask of you
2) Create a follow-up activity to proactively address that request
For example, tax clients frequently ask us the same set of questions. We have now created a “Tax FAQ’s” page on our website that answers these questions. In addition, we proactively send these different article links to clients (as applicable) so they have the info before they ever ask the question.
We have done the same for home loans. Clients commonly ask us how appraisals work (or often complain about the results). We now proactively send a copy of the appraisal to our clients with this link, so the questions are answered before they ever come up.
Are there things in your business that you know will help your clients and make your periodic “touches” less uncomfortable?
Can you proactively send all your 2014 clients their final closing statements in January of 2015 so they have it handy to give to their tax preparer? Maybe even highlight items on that closing statement that may be of special interest to their tax preparer (we can help you with this)?
Can you send your clients information on living trusts a few months after they complete their transaction with you? California has very strict probate laws dictating the need for those who own a home to have a living trust. Your clients would love to know this and will be thrilled that you stayed in touch in a relevant way.
Contact us if you would like to brainstorm some other idea...we’re here to help!!