As a free value-added service, In Touch Today offers monthly Marketing Coach emails full of helpful marketing insight. If you are not already signed up for Marketing Coach mailings, please visit http://www.intouchtoday.com/emails-marketing/0508/emails.htm to subscribe. Below are examples of recent questions and answers.
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Question: What are some proven strategies for generating new business and referrals?
Answer: Networking and marketing yourself are going to be the best tools to generate new business and gain referral sources. When you expand beyond your current clients, you need to broadcast a consistent and frequent message. Networking events offer a wonderful forum for this kind of interaction. It is especially important to follow up and communicate frequently with anyone you meet, so send a postcard or greeting card that emphasizes your commitment to providing excellent service and products. Consistency and frequency are the key when developing new business leads. Also, don’t forget to keep greeting cards on hand to easily send a handwritten message to the new people you meet!
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Question: What is the most efficient, non-pushy way to market?
Answer: Being pushy will certainly alienate a large number of people; in fact, it’s one of the things we recommend you NOT do! You want these contacts to be long-term relationships, not just a quick sale to boost your profits for the current month. Let them know what problems you love solving, and that if there is something you can’t help with you will find someone who can. You want to keep in touch with clients and referral sources alike, letting them know you honestly care about them and their well-being. This can be done with an email asking them how their day is going, giving them a quick call to say “hi”, or sending a handwritten note. Remember, the point is to be personal and sincere, not to request additional business.
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Question: How do you market to referral sources and get results?
Answer: Get out there! Whether it be attending industry events for the types of professionals you want to partner up with, or dropping in to their office just to say “hi”, you want to make your presence known. It’s going to take time; there’s just no getting around it. A great way to contact your potential referral sources over time is to send them the “7 Steps to Success” postcards from In Touch Today. These postcards are full of great business-building tips. This shows your commitment to helping these contacts succeed at their own business, which will in turn lead to referrals down the line.
© 2009 by In Touch Today Corporation and its licensors. This article may be reproduced only in its entirety. In Touch Today is a marketing company based in Denver, Colorado, that assists professionals in increasing their repeat and referral business as well as building professional referral sources and prospecting new clients. www.intouchtoday.com
Question of the Month
We're adding an exciting new feature to Top Real Estate Strategies! Each month we will pose an interesting and/or fun question for you to think about. Share your answers with us (just email them to newsletter@toprealestatestrategies.com with "question of the month" in the subject line) and we'll compile them for a future article. This should be a great way for us all to learn more about each other and our industry!
This month's question...
What kind of client is your favorite kind of client, and how do you find them? |
