How often have you heard that?? Mr & Mrs Investor/First Home Buyer/Client are not quite ready yet … you have every intention of keeping in touch (after all you had such great rapport) … life gets in the way … and then when you contact them they ended up going elsewhere.

We all know how important it is to keep in contact with potential clients.  Whether your do the work yourself or outsource it, it’s important to nurture that pipeline.

Sales Pipeline Nurturing is essential in any business.

When you think about all the hard work in getting the lead why would you want to undo all of that by not ‘loving’ them for as long as it takes until they’re ready?

Do you have a system for keeping in touch?

It doesn’t matter what system you use in your business for keeping in touch so long as you have a system that works.

Usually the most simple of systems can be the most effective.

As well as a system you need to have tactics.  These tactics can include phone calls combined with email updates and/or newsletters.  Pop them the occasional item in the mail.

Keeping in touch is critical.

Post Meeting

• Make notes about your personal-to-them conversations. As soon as you’re able, make notes about the conversations you’ve just had.
• Record personal-to-them discussions (eg, their son’s wedding – what’s his name? when is it? what footy team do they follow?)
• Write a thank you note. Later that day or the very next day send them a thank you for their time.  This could be a hand-written card or, at the very least, an email.
• Remember to refer to the personal-to-them conversations you had (eg, son’s wedding).
• Let them know you look forward to keeping in touch with them.

Add them to your pipeline

Add them to your database

Because they are in your pipeline means you need to ensure they’re also in your “Nurture” database.

Being nurtured means they will receive something from you at least every month. This will be sent to them via the mail and delivered to their postal address or via email.

FYI unless you’re using an email client service (eg Mailchimp) you’ll have no way of knowing whether your emails are being opened or not. Also, because so very little is actually physically posted these days, there is special something in receiving mail that has a bit of a ‘wow’ factor.

Yes – it costs more to post a letter (at least $1.00) but this has to be seen as a marketing investment. The ROI (return on investment) when you close a sale, will far outweigh a few dollars in stamps, envelopes and printing.

Little things can bring big results.

All of these suggestions take very little time and have a minimal cost but the returns can be huge.  If you are looking for more ideas then contact the team at Emporia Management to see how they can help you with your pipeline.