How To Find More Client You Already Have   by Darrin Jackson

How to find more clients you already have?

This is an interesting topic of discussion one of the things that intrigues me is if you have been in business for any length of time you already have a client base one that has developed over the years and has cost you a sizable amount of time and money to create. Yet as business owners we spend so much time trying to generate new customers instead of cultivating new sales from current customer (you guessed it here come one of those examples again). One of our clients claimed that our solution simple could not work for him because he is into real estate. His belief was once he puts a client into a home or apartment the sale is complete there is no upsell for his particular product so at the close of sale the relationship with the client also closes. We showed him the error in that thinking, now we will show you his solution. We explained to him the first thing he had to do was, acquire all the necessary data at the beginning of the client relationship and have it in a usable format for later data mining. Remember know how to use your tools. In this case the tool is contact management software by implementing contact management software we were able to show him how to acquire the correct data for further sales with the same client or develop a referral base from his existing client base. Here is how we implemented it. First we paid careful attention to his renter client base they are a potential for home ownership if cultivated properly. We designed a new informational chart for potential clients to fill out (only adding email address, level of desired home ownership, and future career plans schools, upcoming tests, or relocation). The purpose of this new form was to determine the client's projected financial growth in the next 2 -5 years. As for real estate brokers and mortgage brokers you have clients that are fixed in a location for 2- or more years (new lease) so they are definitely a captive audience. The next step was to help him re-channel his marketing dollar. Our client never thought of a small cost effective house warming gift. Have you ever had your realtor give you a house warming gift? In this case a his and hers towel set monogrammed was the desired how warming gift. Cost to client $30( that he re-coupes twice once from the office fee he charges second from the referrals and return clients) . The last step was to show the client how to mine the data for opportunities. Once completed it looked like this to our client. If the realtor's client was an apartment renter he had enough information to determine when and if his client could become a potential home buyer (mortgage sale). The home warming gift created an impression in the buyers mind (word of mouth sale). Every 3 months we instructed our client (the Realtor) to send an email or postcard to his clients (leases). We also showed him to pay attention to his leases since he knew exactly when the lease would expire for each of his clients (future sale) which enabled him more return business. In total of 1 year our client increased his sales revenue by 50% literally doubling his profits. Most importantly some reading this may think this process would be incredibly time consuming and hard to implement. In all actuality our client has more time on his hands now then when he was making less. Why? Because he learned how to use his tools. Contact management software or a CRM solution is like gold to a small business it makes data management simple yet effective. Don't take our word for it do your research and determine for yourselves, it will definitely if implemented correctly improve your bottom line.

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About the Author

Business Owner\Entrepreneur 12 Years IT Consultant