Part of being a REALTOR® is not only making a sale, but also cultivating relationships with your client that lasts beyond a one-time transaction. In order to do this, it’s best to keep the lines of communication open with old customers in order for them to come back to you when they are looking to buy or sell again, or even receive referrals from their friends and family. A relationship with a former customer is like any other relationship: keeping the lines of communication open can lead to a lasting personal and professional partnership.
Connect via Social Media
Both in your personal life and in your professional life, social media has made it easier to keep in touch. While that could mean that you wind up getting a friend request from an ex that you’d rather forget about, it also means you can very easily connect with a customer you’ve done work with in the past. The savvy REALTOR® can use social media to bridge the gap between his or her clients’ social life and professional life and can use it to make more meaningful connections, which in turn, can solidify the business relationship. Try sending a birthday greeting or commenting on some photos your client posted. A simple, meaningful connection can go a long way.
You can also use social media to promote your unique brand. Share content relevant to your business and your clients.
Follow Up with a Survey
Once you’ve been able to provide an end result for your client, whether they are buying or selling a property, you’ll want to be able to be able to get some feedback from them. This will help you make further contact with them, and also can give you valuable insight to how they felt about your service and your attention to their needs. A customer survey is a quick and easy way to get them to give you a little information on your strengths and weaknesses as a REALTOR® and can help you adjust in your relationship with them as well as future clients.
However, there is a right way and a wrong way to send a survey. Don’t inundate your clientds with a long test; ask them simple questions about how they viewed the experience and ask them if there is anything specific that you could do to make the buying or selling experience better. What better way to find out how it is to work with you than from someone that you’ve done business with already?
Provide Them With Useful Information
In order to be able to maintain a lasting relationship with your customers, you need to be providing a service that they find useful. Most people, even if they aren’t currently in the market to buy or sell their home find the local market trends interesting to know. This can provide them with information on their own home and may even be the hook in the water that gets them to bite.
This information can be placed in a casual email that you use to just keep the connection lines open. You can also give them reminders of when they should be replacing appliances, what kind of return on investment they could receive on remodeling projects, or how to upgrade their home to make it energy efficient.
Use A Customer Relationship Management Solution Program
When you have more than a handful of clients that you are trying to keep in contact with, you’ll need some way to keep it all organized. A customer relationship management solution program can help you organize your contact list and alert you to certain dates and times to make contact with them. Use this to organize mailing lists for postcards around the holidays or mailings that offer advice on home repairs.
Keeping in contact with clients after a sale can mean repeat business in the future. If you regularly reach out through social media, you can keep the lines of communication open in between possible business. Providing them with information that they can use, like local property values or marketing trends can help pique their interest and can get them coming back to you when the time is right.