Repeat Business
Is there a secret formula to winning a customer “for life”? Many say there is. In fact, entire marketing systems have been developed with the goal of earning life-long customers.
As a mortgage professional, do you put any value in doing business today in a manner that will help you do business with the same customer a few years from today?
Let’s assume for this article’s sake, that you Mr. or Ms. Reader, work towards repeat business with each of your customers. What specific behaviors do you engage in that increase your chances of getting a 2nd, 3rd, 9th deal from the same customer? If you don’t immediately have a list of answers to the question, it probably means you aren’t really working towards repeat business.
So what can you do? Here are a few simple ideas that may seem obvious, cliche or old fashioned, but they work.
- Be honest.
- Be fair to your client and to yourself.
- Put your client’s interests before your own.
- Communicate with your client. You don’t have to be their best friend as long as you deliver information the client wants and needs in a timely manner.
- Stay in touch. Whether you send an annual birthday card or call them every once in a while to see how life is going, just find something and do it.
What else do you purposefully do with every client that helps you earn repeat business with them in the future?
February 25th, 2009 at 2:36 pm
I will add one thing. Simply making a phone call to them every once and a while to see how they are doing. It shows you care and you should be genuine. You can mention business and educate them on the industry. Bring something of value to every call even if it is not industry related.
April 29th, 2009 at 1:17 pm
Have some kind of social networking site to keep them reminded of your business. Also, there is a company called SendOutCards that will allow you to send mass Greeting Cards at a click of a button. Here is a sales agent at SendOutCards, David Demangos, (858) 232-8410.
June 11th, 2009 at 8:36 am
Thanks for the useful info. It’s so interesting
August 21st, 2009 at 8:32 pm
Well said. A good friend of mine and a terrific business coach, Tim Davis, has a saying “If you make a friend, you will make a sale”.
October 18th, 2009 at 11:37 am
I do monthly email newsletters. I also use social networking as much as I can. I urge clients to friend me on facebook and follow my twitter, and I will do likewise on their pages.