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The ORIGINAL Stay In Touch Follow-up System® for Real Estate Professionals to Consistently
Close MORE Transactions, MORE Often.

Fastest Way to Grow Your Business – Send a Personal Handwritten Card

Building a client list may be hard work, but maintaining those clients is what leads to success. Nurturing your business relationships by staying in touch with your customers will build rapport that leads to future assignments and referrals, both key components of a successful business plan. Below we discuss how to build the framework for those relationships resulting in a stronger network of clients.

Sales 101 teaches us that it takes five “touches” to prompt an individual to action. Develop a system to reach out to your customers periodically through announcements, newsletters, thank you notes, and referrals. This will keep you in the forefront of your clients’ minds as a dependable and professional resource they will return to time and again. Here are some ways to “touch” your clients.

Stay in Touch with Your Clients: Announcements/Mailings

When something exciting happens in your business, announce it to the world. Send an email, postcard, or press release to every current and potential client to reinforce your presence and professionalism. These brief announcements may include creating a new website or blog, completing a large project (only use a customer’s name with their permission), joining a professional association, hiring a new associate, completing relevant educational milestones, and receiving honors and awards. Go ahead and “blow your own horn.”

Stay in Touch with Your Clients: Thank You Cards/Notes

Since the advent of email, the practice of handwritten notes has fallen by the wayside. Don’t be one of those people. Do not underestimate the power of a short, handwritten note thanking your clients for their business and expressing your interest in working together in the future. It shows your commitment to the individual client that is lost in the daily stream of emails. Many clients have assistants who screen their Inbox, and your client may never see your note. Also resist the temptation to compile a mail merge document that simply changes the name of the recipient. The insincerity of a form letter is transparent and should be avoided.

Stay in Touch with Your Clients: Newsletters

A newsletter is a great way to stay in touch with clients and further promote yourself as a professional resource with skills to offer. A quarterly mailing (snail mail or electronic) offers a way to showcase your skills and current happenings. Keep your newsletter to one or two pages and break it into sections that can be scanned easily in a few minutes. Consider including areas for Helpful Tips, Upcoming Events, and Testimonials from satisfied customers (with permission).

Stay in Touch with Your Clients: Holiday/Anniversary Cards

Sending holiday cards is one way many businesspeople keep in touch during the year. Instead of sending your cards in December, why not wait until after the first of the year and send a “wishing you a prosperous new year” card? This eliminates the risk of offending those who do not celebrate certain holidays, and keeps your “touch” out of the hundreds of others they may receive at that time. Anniversaries also offer a great alternative to traditional holiday greetings. If your client’s business is celebrating an anniversary or other milestone, make that your touch point. Your client will be impressed that you are informed of what is going on in their business. A note of caution: When sending holiday or anniversary cards, simply express your best wishes. DO NOT PROMOTE YOURSELF OR ASK FOR WORK. Show humility and selflessness.

Stay in Touch with Your Clients: Refer Business to Your Clients

Possibly the best way to get into the good graces of your customers (other than doing great work, of course) is to refer business to them. Remember, networking is a two-way street. Don’t expect your clients to flood you with referrals if you do not try to reciprocate. When you refer your client to someone, send a call or brief note informing them you have referred [Ms. Smith of ABC Company] and to expect to be contacted. This heads-up greatly increases the chances your customer will take the call, and gives the relationship a boost from the start.

 

Acquiring clients is one thing-building lasting relationships is another. Work on strengthening your relationships with your existing clients and reap the rewards. After all, wouldn’t you rather work steadily with five clients who know your work and reputation than fifty who don’t even know your name?


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Click on Book Pictures below to visit Authors’ websites:
Harvey Mackay
“Short handwritten notes yield long results. In sales, never underestimate the importance of the personal gesture, and right at the top of the list of effective personal gestures sits the handwritten note.”
Joe Girard
Joe Girard, the worlds greatest salesman (Guinness Book of World Records) sent over 16,000 hand written greeting cards to past customers and clients every month. As a result of that effort, Joe became the #1 car salesperson in the entire world for 12 years straight.
Tom Hopkins
“Because I understood that building relationships is what selling is all about, I began early in my career to send thank you notes to people. I set a goal to send ten thank you notes every day. Guess what happened? By the end of my third year in sales, my business was 100% referrals!”
Bob Burg
“Thank you notes are one of the most powerful tools in building a huge network, both professionally and socially. People with the most impressive networks are typically avid note writers. I suggest getting into the habit of immediately sending out notes.”
Danielle Kennedy
“Write old customers personal, handwritten notes frequently. If you run into an old customer anywhere, follow up with a handwritten note.In this electronic communication age the handwritten note with a postage stamp gets more immediate attention than ever.”

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