Looking for a reason to contact your database?
Thu, Jan 15, 2009
Marketing in a slow economy can sometimes require an easier touch than usual. More than ever, people do not want to be “sold”. They want to feel that they are in complete control of their money, and where and how it’s used. This is another reason that developing quality relationships with your database is an effective, long-term marketing plan.
Rather than approaching your clients only when you want them to do something that involves them parting with their money, focus on being a resource. A trusted advisor.
One great way to do this is by sending them helpful info, no strings attached. If you can send them timely updates that address a current concern for them, they’ll look forward to hearing from you.
In this economy, many people are worried about finances, the cost of livings and diminishing savings. So get in the habit of keeping an eye out for something to share with your database.
Example? Starting this weekend (January 17th) Sam’s Club superstore are offering a $25 gift card to anyone joining as a member. Great way to extend a family’s grocery budget. Yes, it is a time-sensitive offer. But take the moment to spread the word to your database.
If you get in the habit of sending them out this up-to-date information, now you’re not only providing them with a great resource that can help put money back in their wallet, but you’re also conditioning them to respond quickly when you contact them!
No Sam’s Club in your area? Not appropriate for your target market? Then I challenge you, what can you find today to share with your clients?
Technorati Tags: Rich Rogala, real estate marketing tip, real estate coaching, Consistent Clients, developing strong real estate client database
January 15th, 2009 at 3:52 pm
We always send out a letter to our sphere around this time of year explaining what we are up to. We make sure to include a snapshot of the current market conditions. Most importantly we remind our clients that we are never too busy for referrals. This letter is usually good for a couple of buyers and listings.
January 15th, 2009 at 4:05 pm
Great point! I’ve never quite understood the fear of giving away valuable information you could charge for. Yes, the line is thin between advice and work but in order to establish a rapport and trust sometimes you need to just give advice for free. Give them a reason to trust you and a reason to consider you the expert.
January 27th, 2009 at 4:19 am
i’m very glad i’ve found richard regola’s artciles. i was having a hard time working on my database. now, i know what to do! great advices thanks!