We live in a world of instant gratification. In moments I
can look anything up via the magic of google, I can order a product to be
delivered to my door - within 3 hours, I can research a holiday, I can tack and
monitor packages, I can transfer money online instantly when I find myself
short at the checkout. Heck, I can now even just speak to my phone I do not
even have to do the heavy lifting of typing thanks to my little friend Siri.
What does this mean for many of us? I’ve found that it means
in business, that we are constantly looking for the quick win, the client that
is ready to go and sign up with us this moment, the phone call conversation
that will instantly turn into the appraisal, the letterbox drop that instantly
generates the call. I see time and time again BDM’s losing interest after a
initial attempt, I admit, I have been guilty of this too.
What needs to shift in order to maximise your chances of new
business success? We need to shift the mindset from that of Instant
Gratification to that of a Long Term Gain game. Success in this game is a
marathon, not a sprint. The most successful business’ I work with take a long
term approach to their client nurture and relationship building and a high
priority to the care of their data. Recognising that the follow up and ongoing
contact with all landlord prospects is as much a key component to success as
the ready-made walk in investor - eager to sign up here and now.
Your follow up systems and strategies must be on point, you
must have them working for you with thorough notes, reminders and database
categories. Remembering that it can take
several conversations, offerings and ongoing nurture to build a relationship
with a prospective client - so they trust you want to use you. Much like building
a friendship or relationship it takes time.
Your marketing plan must be strategically planned in advance
across a combination of mediums and media, with the notion it can take up to 7
or more communication messages for someone to know you and be interested to
want to get to know more about what you do.
Most importantly, the mindset of yourself and your team
needs to shift to that big picture thinking that will support the long term
goals of the business. It can be scary to think of the number of potential
future client’s for your business that are never contacted again as they are
not ready right now. But, if we can shift the mindset from Instant
Gratification to Long Term Gain and recognise the future benefits of keeping in
contact to yourself and the business, we can really maximise your chances of
new business success this year, and the next, and the next.....
If you or your business needs support or guidance don’t
hesitate to get in touch.
Real+
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