One of my favorite clients told me the other day that he was tired of cold calling and that it just wasn't producing any results for him.
I told him no problem; there are other ways to get clients that don't include cold calling. He quickly replied, “You know Cindy, you are constantly telling me that. I can't think of any so start spitting them out. " To my surprise, I struggled to get come up with four or five ideas. I told him I would think about it and get back to him with a list of at least 25. As a rule, I don't tell my clients how to do their jobs, but because I've bragged so often about having great strategies for getting new business that don't include cold calling, I feel it's time for me to impart my knowledge.
25 ways to get new business: (Not in any particular order)
1. Imagine your ideal client profile: Be clear about the type of clients you want or you'll waste precious time and money. Build a list of ideal clients; who they are, where they work, why they need you, etc.
2. Request referrals: It may seem very simple, but the best way to get referrals is to just ask!
3. Spruce up your emails with a signature line: This is a great way to carry exposure of your services to everyone you contact. You can add a one or two-liner about the services underneath your contact information. And for an additional bonus, also add a line such as “My business grows with referrals. "
4. Stop being a secret: Tell everyone you know you have room in your schedule for a couple of new clients and ask if they know anyone you can contact.
5. Never stop networking: Networking is a crucial way to build your contacts, but remember, only network in groups that can give you business, otherwise it is a waste of time. For example, LeTip or BNI.
6. Connect with past clients: These people are the foundation of your business, and are integral to your success. Create a system for being in contact with them every 90 days!
7. Bait with broadcast emails: Send promotional emails to your database and other contacts asking for clients.
8. Stick to superior client service: By doing this referrals are inevitable.
9. Start strategic alliances: Brainstorm all the possible business alliances you can have, e. g. trade associations that your ideal clients belong to, colleagues who deliver complementary services to yours, etc.
10. Fill up your FARM area: Choose it, define it, work it.
11. Create a client specialty: Now that you know who your ideal clients are, narrow them down into specific groups like buyers, sellers, lessors, lessees, investors, retailers, restaurateurs, office managers, industrial corporations, and so on.
12. Market by mailings: Snail mail information about your services to prospective clients. Do this regularly. It takes a prospect 10 times to see your name and information before they may contact you.
13. Produce or update promotional materials: What kind of promotional material do you have on hand? Is everything current and relevant to what you're doing now?
14. Clean up your contact database: Your database isn't just a bunch of names on paper or in your computer. Keep this important information updated on a regular basis. Even just calling people to update current contact information helps you keep in touch.
15. Tickle your tickler file often: Do you have a reminder file for all of your appointments, contacts and follow-ups?
16. Build broker-to-broker referrals: Retail brokers should be referring to office brokers, residential to commercial, and so on.
17. Convert calls to sales: When you receive email or phone call inquiries regarding your property listings, do you regularly try to convert these prospects into clients? If not, why not? What do you need to know in order to do this?
18. Frequently ask friends for referrals: Respectfully and gracefully ask, ask, and ask for referrals. And, refer business to them regularly.
19. Participate in passing on helpful tips: If information comes across your desk you think valuable for your colleagues or clients, send it on!
20. Promote relationships with property owners: Stay in touch. Ask, “What can I help you with today?"
21. Seek relationships with state and city economic development departments: Develop relationships with those folks in your FARM area, get to know them, refer to them, and ask for referrals in return.
22. Cultivate a can-do attitude: Be positive with everyone. You'll develop a reputation for being reliable, professional and someone who can always finds solutions.
23. Rev up the referrals: Give more referrals then you get.
24. Vow to add value: Always look for ways to add value to all of your business relationships.
25. Marketing you. These are some of the best ways to get new business!
a. Have ready a current resume of completed deals.
b. Have ready postcards/mailers/emails of completed deals.
c. Have ready a list of benefits you offer.
d. Create an ongoing Newsletter/ezine.
e. Gather and highlight testimonials in your marketing materials.
f. Put together announcement ads and news releases about completed deals.
g. Have an up-to-date media source list at your fingertips.
h. Prepare a 30 second speech on your services.
i. Develop and improve your website.
Cindy Saxman Spivack, Founder and President of Business Coaching Gym, Inc. and Commercial Real Estate Success, teaches Commercial Real Estate Professionals 7 Key Strategies for building an enormously successful commercial real estate business in 12 months or less. For free how-to-articles and powerful lead generation and time management tips go to Cindy's website at http://www.commercialREsuccess.com or email her at firstname.lastname@example.org