Prospecting for new clients is hard. According to industry studies by prospecting is the number one challenge faced by agents every year.
Creating and following a marketing plan that helps you target your prospective customers is sure to work. But what can you do when you don’t have the time or know-how to write or implement a marketing plan
Here are five quick tips that you may want to work into your offerings and/or daily routine.
Build a Referral Program: Be bold and ask your existing clients for referrals. Give them incentives for doing so. Consider giving a discount on your services or offering gift cards from Starbucks or Amazon for every referral that turns into a client. However you define the parameters, ensure your customers know how to participate and reap rewards.
Tap Into Your Network: Use tools like LinkedIn to connect with people you already know. See who they know that may be a prospective client for you. Be sure everyone in your network knows what you do and sees you as a trusted advisor. Once you’ve established rapport with your network relationships, ask them for introductions.
Create Appreciation Events: Everyone likes a free meal or drink. Hold Happy Hour events or dinners that you invite existing clients to as “thank you.” Ask them to bring a friend to the event with them. To ensure they bring prospects with them, make a contest to see which client can bring the most friends.
Send Handwritten Notes: Everything is digital these days. Stand out from the crowd by sending handwritten notes to leads that have gone cold. Reconnect with a brief note that you send to three-five people at least once a week. Wait 3-5 days and then call each person you sent a note to as a follow-up.
Participate in Local Organizations: Get involved and be seen. From your local Rotary Club chapter to the prominent non-profit organization in your community, if you’re actively involved you will become known and build relationships that lead to key introductions.
No matter how you approach it, prospecting for clients takes time and effort. Carve out time every day to methodically work on your prospecting plan. Over you time you will definitely reap the rewards.