3 Steps to Get the Most from Your Database
A comprehensive study of 3,900 companies worldwide showed that businesses that continued investing in growth during the 2008 recession, including maintaining their marketing spend, achieved a 17% compound growth rate during the economic downturn.
By ClientKeepersUSA- April 2024
Top of Mind Automated Client Marketing.
To speak with someone regarding your account or order call us directly at 303.460.1027 or contact us.
Home | Automated Services | About | Contact | Instagram | Facebook
To speak with someone regarding your account or order call us directly at 303.460.1027 or contact us.
Home | Automated Services | About | Contact | Instagram | Facebook
3 Steps to Get the Most from Your Database
1. Segment Your Database
You should have the following sections of business sources in your database.
• Past Clients: Those whom you have done business with in the past and already trust you!
• Prospects: Those you have come in to contact with at networking events, had their name passed along to you, or leads you have purchased.
• Referral Sources: Other business professionals that have contact with people that could benefit from your services.
• Personal: Everyone else on the planet that you know. Your kid’s schoolteacher, the coffee barista you see each morning, your mail carrier, your personal trainer – the list goes on and on. If you know their name, they need to be in this section. Don’t forget to include everyone in your neighborhood too!
2. Market Appropriately
Now that your database is organized into segments, you must decide on a plan of attack. Here are some suggestions for marketing to each group:
• Past Clients: Studies show that it takes 14 annual contacts to have ‘extremely’ satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts and they are neutral to four. You might think “holy moly, that is just too much’. Think again. The world is changing – people aren’t as willing to trust just anyone anymore. They want to make sure they are giving their business to someone that is looking out for their best interest. If these folks have trusted you once, keep that relationship strong by keeping in contact with them regularly. They want to know you are still around, still care about them and could help them out again. And don’t forget – everyone on this list has a group of family, friends and coworkers that often ask for referrals. Don’t let them forget you!
Past Client Marketing Idea: Sign up for our Auto Pilot Program and this part of your marketing plan is done. Just choose which Postcard or Newsletter you want to send each month and we will do it all for you. Don’t forget to supplement your marketing efforts with something different once in a while. Send your clients fun trivia once a month and make it a contest. Whoever answers all of them correctly first wins a Gift Card (to dinner, to a home improvement store, wherever you like).
• Prospects: Marketing to this group will take a little more persistence – and patience! While your past clients will give you the most immediate return, these people have yet to decide if they trust you or not. It is important to make a lasting impression with each point of contact. Keep in mind that it takes 12-17 times for your message to register with this segment. Don’t give up if after two attempts you don’t see return right away. While prospecting can be challenging, it is also very rewarding when someone who never knew you before calls you up to help them with their personal needs.
Prospecting Marketing Idea: Mix up the kinds of messages you send to this group. Send something that will grab their attention first. Perhaps something that relates to their situation. For example, if you have prospects that have never purchased a home before, send them information about “How Much Can You Afford”. Not only will they be interested in the content, but they will wonder who was thoughtful enough to send them so much information – for free!
Next, send the same group of people a HomeKeeper Magnet. Something that isn’t necessarily sales-related. This will begin showing that you aren’t just interested in the sale but rather building a relationship with them. Then, send something that is related to what their situation is – a postcard that discusses the benefits of being First Time Homebuyer right now. Offer a Free Consultation or Free Credit Report to entice them to raise their hand in interest. Bottom line, mix up your messages and keep contacting this niche – even if you don’t get a response right away.
• Referral Sources: Top professionals state that 54% of their business comes from their professional referral sources. That is over half of their business! Getting a solid list of referral source partners isn’t as hard as you think it might be. Just be yourself and do the great job you always do.
Referral Source Marketing Idea: Building a great relationship with your referral source partner is the place to start. Set up a time to take a potential referral source to lunch. Be sure you are prepared with a list of a few things you want to discuss so that you don’t take up too much of the other person’s time (keep this portion to 15 minutes or less). Talk about things like:
o Your experience in the industry. Highlight a few things you have accomplished.
o A few great success stories you have with clients you have helped.
o Your goals for the next 6 months,
o And most importantly, how you have been able to help other professionals build their business.
Now that you have the ball rolling, let them talk to you. This will help you to find out if the way they do business will fit with the way you run YOUR business. If not, it isn’t worth pursuing. After the initial meeting, keep in touch. One of the BEST ways to show these referral source prospects you are serious about working with them is to send them a referral. Hopefully, you will get one in return soon thereafter.
• Personal Contacts: You can have a lot of fun with this group. These people know you outside of your business so you get the opportunity to not only sustain a great personal relationship with them but also educate them on what you do for a living.
Personal Contact Marketing Idea: Try to get all of this group’s email addresses. A great way to keep in contact regularly with these friends is by emailing them a Digital Newsletter each month. You can send this newsletter to as many people as you want for only $52.50 per month – there is no limit.
The Digital Newsletter includes new articles each month on the following topics:
• Expert Insight
• Home & Garden
• Dollars & Sense
• Health & Wellness
• Living the Good Life
• The Best Possible You
• Book it to the Library
• Delicious Dishes
Sending something like this will show your fun side and remind them you are also in business and appreciate not only their business but referrals alike.
Once in a while send them a Home Tips/DIY Postcard. A Home Tips Postcard gives them valuable tips to use around their house to decorate, clean or prepare their home for each season. They will surely keep them around.
3. Have Fun & Stay Positive!
Be creative when reaching out to your clients, prospects, referral sources, and friends. Show your personality! We're here to assist.
One last thing to consider... A comprehensive study of 3,900 companies worldwide showed that businesses that continued investing in growth during the 2008 recession, including maintaining their marketing spend, achieved a 17% compound growth rate during the economic downturn.
Recommended Services-Visit Our Website For Details:
Magnets: HomeKeeper | Inspirational
Digital & Print Newsletter: NewsletterKeeper
AutoKeeper Postcard Campaign: RecipeKeeper | Vegetarian RecipeKeeper | DIYKeeper
CustomKeepers: Custom Design Ideas - Work with our in-house graphic designers to create a one-of-a-kind design that will fit your exact needs.
© 2024 ClientKeepersUSA and its licensors. This article may be reproduced only in its entirety. ClientKeepersUSA is a marketing company based in Denver Colorado that assists professionals in increasing their repeat and referral business as well as building professional referral sources and prospecting new clients. www.KeepMyClient.com
1. Segment Your Database
You should have the following sections of business sources in your database.
• Past Clients: Those whom you have done business with in the past and already trust you!
• Prospects: Those you have come in to contact with at networking events, had their name passed along to you, or leads you have purchased.
• Referral Sources: Other business professionals that have contact with people that could benefit from your services.
• Personal: Everyone else on the planet that you know. Your kid’s schoolteacher, the coffee barista you see each morning, your mail carrier, your personal trainer – the list goes on and on. If you know their name, they need to be in this section. Don’t forget to include everyone in your neighborhood too!
2. Market Appropriately
Now that your database is organized into segments, you must decide on a plan of attack. Here are some suggestions for marketing to each group:
• Past Clients: Studies show that it takes 14 annual contacts to have ‘extremely’ satisfied clients. As a matter of fact, clients are only somewhat satisfied with seven contacts and they are neutral to four. You might think “holy moly, that is just too much’. Think again. The world is changing – people aren’t as willing to trust just anyone anymore. They want to make sure they are giving their business to someone that is looking out for their best interest. If these folks have trusted you once, keep that relationship strong by keeping in contact with them regularly. They want to know you are still around, still care about them and could help them out again. And don’t forget – everyone on this list has a group of family, friends and coworkers that often ask for referrals. Don’t let them forget you!
Past Client Marketing Idea: Sign up for our Auto Pilot Program and this part of your marketing plan is done. Just choose which Postcard or Newsletter you want to send each month and we will do it all for you. Don’t forget to supplement your marketing efforts with something different once in a while. Send your clients fun trivia once a month and make it a contest. Whoever answers all of them correctly first wins a Gift Card (to dinner, to a home improvement store, wherever you like).
• Prospects: Marketing to this group will take a little more persistence – and patience! While your past clients will give you the most immediate return, these people have yet to decide if they trust you or not. It is important to make a lasting impression with each point of contact. Keep in mind that it takes 12-17 times for your message to register with this segment. Don’t give up if after two attempts you don’t see return right away. While prospecting can be challenging, it is also very rewarding when someone who never knew you before calls you up to help them with their personal needs.
Prospecting Marketing Idea: Mix up the kinds of messages you send to this group. Send something that will grab their attention first. Perhaps something that relates to their situation. For example, if you have prospects that have never purchased a home before, send them information about “How Much Can You Afford”. Not only will they be interested in the content, but they will wonder who was thoughtful enough to send them so much information – for free!
Next, send the same group of people a HomeKeeper Magnet. Something that isn’t necessarily sales-related. This will begin showing that you aren’t just interested in the sale but rather building a relationship with them. Then, send something that is related to what their situation is – a postcard that discusses the benefits of being First Time Homebuyer right now. Offer a Free Consultation or Free Credit Report to entice them to raise their hand in interest. Bottom line, mix up your messages and keep contacting this niche – even if you don’t get a response right away.
• Referral Sources: Top professionals state that 54% of their business comes from their professional referral sources. That is over half of their business! Getting a solid list of referral source partners isn’t as hard as you think it might be. Just be yourself and do the great job you always do.
Referral Source Marketing Idea: Building a great relationship with your referral source partner is the place to start. Set up a time to take a potential referral source to lunch. Be sure you are prepared with a list of a few things you want to discuss so that you don’t take up too much of the other person’s time (keep this portion to 15 minutes or less). Talk about things like:
o Your experience in the industry. Highlight a few things you have accomplished.
o A few great success stories you have with clients you have helped.
o Your goals for the next 6 months,
o And most importantly, how you have been able to help other professionals build their business.
Now that you have the ball rolling, let them talk to you. This will help you to find out if the way they do business will fit with the way you run YOUR business. If not, it isn’t worth pursuing. After the initial meeting, keep in touch. One of the BEST ways to show these referral source prospects you are serious about working with them is to send them a referral. Hopefully, you will get one in return soon thereafter.
• Personal Contacts: You can have a lot of fun with this group. These people know you outside of your business so you get the opportunity to not only sustain a great personal relationship with them but also educate them on what you do for a living.
Personal Contact Marketing Idea: Try to get all of this group’s email addresses. A great way to keep in contact regularly with these friends is by emailing them a Digital Newsletter each month. You can send this newsletter to as many people as you want for only $52.50 per month – there is no limit.
The Digital Newsletter includes new articles each month on the following topics:
• Expert Insight
• Home & Garden
• Dollars & Sense
• Health & Wellness
• Living the Good Life
• The Best Possible You
• Book it to the Library
• Delicious Dishes
Sending something like this will show your fun side and remind them you are also in business and appreciate not only their business but referrals alike.
Once in a while send them a Home Tips/DIY Postcard. A Home Tips Postcard gives them valuable tips to use around their house to decorate, clean or prepare their home for each season. They will surely keep them around.
3. Have Fun & Stay Positive!
Be creative when reaching out to your clients, prospects, referral sources, and friends. Show your personality! We're here to assist.
One last thing to consider... A comprehensive study of 3,900 companies worldwide showed that businesses that continued investing in growth during the 2008 recession, including maintaining their marketing spend, achieved a 17% compound growth rate during the economic downturn.
Recommended Services-Visit Our Website For Details:
Magnets: HomeKeeper | Inspirational
Digital & Print Newsletter: NewsletterKeeper
AutoKeeper Postcard Campaign: RecipeKeeper | Vegetarian RecipeKeeper | DIYKeeper
CustomKeepers: Custom Design Ideas - Work with our in-house graphic designers to create a one-of-a-kind design that will fit your exact needs.
© 2024 ClientKeepersUSA and its licensors. This article may be reproduced only in its entirety. ClientKeepersUSA is a marketing company based in Denver Colorado that assists professionals in increasing their repeat and referral business as well as building professional referral sources and prospecting new clients. www.KeepMyClient.com