How to Generate More Referrals?
Okay, you have gotten your real estate referral marketing plan off the ground and your clients are starting to refer business to you. But you want to have more business that what you are currently getting.
Is it possible to extend the reach of your referral marketing program to bring in more customers to boost your business?
You can give your referral marketing program a boost if your make an effort to reach out to your past clients. People get wrapped up in their own lives and once they get settled back into their routine, they can easily forget about the great service that you provided to them months or years ago. You can give your referral marketing program a boost by contact your past clients. Remind them that you are still out there by giving them a call to send them and email. Find out how they are doing and remind them about your service. As a rule of thumb you should not let more than three months pass without making some kind of contact with them.
Here is a little psychology about referral which you may not know. Your clients do not refer you for your benefit. They refer your services for the benefit of the person to whom they refer you. People like to feel good and be appreciated. When someone they know is in need of real estate services, they make a referral because it makes them look good. You should keep this in mind as you think about your referral marketing.
Do you thank your clients for referring others to you? It should be part and parcel of your referral marketing program. As a general rule, you should thank people three times for a referral. You should thank the person verbally at the time of the referral and after you have made contact with the prospect. Follow up with a thank you in writing and with a small token of appreciation once you have closed a deal with the referral. Thanking them encourages them to refer more.
If you have recently added a new service to your business you should make sure that your past clients know about it. A referral marketing plan works only when your clients are fully aware of how others can benefit from your services. Every time you make a change to your service, keep them abreast of the development by phone and by email.