How Could Your Past Clients Forget You?
After all, they appreciated all the hard work you put in on their behalf. They even wrote you a nice note after their closing and allowed you to use it as a testimonial.
They loved you – so how could they forget you?
Once their home purchase or sale was completed, they had new things on their mind. The job you did is a pleasant memory, but not something they think about all the time.
Then, if years pass during which they don’t hear from you, they might even forget your name. Or they might remember your name, but not where you worked.
The next time they need an agent they might remember that they’d like to use you, but not remember how to get in touch. And then they might get stuck with an agent whose service doesn’t even come close to yours.
Are YOU letting that happen to YOUR past clients?
You don’t have to call them every day or write them every month. But do send them something at least quarterly. And do remind them that you appreciate their referrals.
You can use a newsletter format most of the time, but at other times a personal touch will have more impact.
For instance, you’ll make a positive impression if you send a note when you read about one of them (or their family) in the news. When I was in sales I used to cut out news articles or photos and laminate them to send to clients and past clients. (Good news only of course!)
Another good practice is to clip articles from magazines or newspapers when you see something you know would interest them. Forwarding a web link is good too.
And it is OK to ask them for assistance. For instance: If you read that the company where they work is expanding, there’s nothing wrong with sending a note asking them to pass your name along to new hires.
The whole idea is to show those past clients that you remember them, and you care enough about them to notice the events in their lives.
Remember them so they’ll remember you.