You’ve successfully completed a sales agreement so you move on to the next prospect. Finding new customers is crucial to the growth and success of your business. But a salesperson should never forget the potential for commissions in their list of existing clients. Selling to a new client cost 5 to 25 times more than to an existing client, according to the Harvard Business Review.
Asking for permission to follow up 5, 15, and 30 days after a client signs their contract of sale is smart and appropriate. Say something like:
“Mr. Client, you are now part of my Client Bank. I will value our relationship in the future as much as I do now.” I am here to help you in any way that I can, and I hope you don’t mind if I follow up with you from time to time as you settle into your new home. Please call me anytime if you have any questions.”
The flower basket or bottle of wine they receive on closing day is nice, but your sincere personal interest in them weeks and months after you’ve received your commission will make a lasting impression.
The period immediately following a sale is often called “the honeymoon phase,” when there’s a certain level of excitement on both sides. The client has just fulfilled a need or solved a problem; you’ve closed a deal.
This is also a vulnerable time. Your attitude in this phase can make or break the future relationship with the client.
Here are a few effective ways to follow-up after a sale:
- A personalized thank-you note. Some people send emails while others say it with a card and bottle of fine wine. Whatever your method, it’s important to say thanks after making a sale. It also creates a good experience for your client.
- Send weekly blog updates via email on topics of interest. Sending newsletters to clients is a way of nurturing them and creating brand recognition, so your name is the first thing that pops up in their mind when they are ready to buy more real estate.
- Keep existing customers and potential ones updated on offers, promotions, and sales.
- Update your database after every follow-up. This will help you note the client’s specific requirements and tailor your proposal the next time you make a call.
- Ask for a referral because happy customers will refer you other customers. When a recommendation comes from someone who has actually used your services, it has an extra layer of credibility and trust.
