Call and Have a Conversation Another really old-school method that is still effective is calling and having a phone conversation. Once a quarter, for example, you could call all the people in your database who are likely to refer you and just touch base with them to see how they're doing. This doesn't have to be a complicated script — it's all about being natural and keeping it personal.
Conversation starters could be:
How are you enjoying your new home?
Do you need any help with things around the house? I can put you in touch with a good local contractor.
You can also reference things you previously discussed or that you recently saw on social media, such as a new employment opportunity or recent graduation.
Chances are, they won’t ask for any assistance from you, but the communication lets them know you care and are available, which is what you’re going for. Break Bread Over Coffee or a Meal You can always offer to catch up with former clients over coffee, breakfast, lunch, or dinner. The core idea here is to involve your sphere in a no-pressure gathering that will show you care about them as people, not just as clients. Give Them a Gift This is going the extra mile for sure, but it’s worth it a lot of the time, especially if you believe that this client could soon change from a warm to a hot lead. Sending gifts will likely bring up your name around the dinner table, and then hopefully lead to more referrals. Something to keep in mind with this method is that you shouldn’t do this with every client you’ve ever had. Which clients are very likely to refer you, and which ones are likely never going to refer you? Obviously, you should spend your time and money on the ones who are going to give you the most business and send you the most referrals.
Here are a few ideas for various seasons. Some of them could be used at any time.
12
Powered by FlippingBook