“What have you done for me lately?” is a rather terse way for a client to say they want to feel important. Here are a few guidelines for effective engagement.
Communication is key. If your client prefers to speak over the phone, don’t send emails. Ask during your interview process how your client would like to receive information, and then use that method. You may choose to incorporate other types as well, but these should not be primary methods. Find time to phone a client to let them know you will be dropping off information at their home. Not only is this good engagement with a customer who may not be computer literate, but you will also get face-to-face time.
Use the internet. The secret to future business with Gen-Xers and Millennials is in your ability to maximize internet exposure. Blogging is a major way for this engagement. Use plug-ins or other methods to encourage customers to send your posts to Twitter and other sites. Join social networking, placing links to your blog there. Actively engage in answering questions. Comment on posts on blog sites of networking groups. They’ll return the favor. Videos on any of the free video sites can be used to engage potential and present customers.
Follow up. You are busy but your client’s needs should be what are keeping you busy. A great real estate agent will be able to balance immediate concerns while not dropping the ball on potential business. Making every customer feel satisfied is the key to ongoing success. Be realistic when you quote a time-frame to provide information. If you know you won’t be able to get to a task for a couple of days, say so.
Say what you mean, mean what you say. Everyone should be realistic and honest about their expectations. If everyone is on the same page, even complicated negotiations will go smoother.
Engagement is not a short term undertaking. Engagement needs to be ongoing; sustained and sustainable. The benefits everyone receives will be measurable.