People are busy; they are inundated with all kinds of information, from everywhere.
It is unusual for your customer to keep up with you; painting is not a top priority of theirs.
They usually feel that painting is something they need every five to ten years, if then.
The easiest group of people to sell to is people that have already bought from you!
My close ratio on previous clients is over 90%, #DYBOOMSHAKALAKA.
You need to stay in front of your customers, but in a way that does not offend them or turn them off, like junk mail.
You want to be able to market yourself to previous clients, and you want to do it in a way where they want your information.
In DYB, we call that an ABA = Ads that look like “Anything But Advertising”.
One thing I started over a year ago is “free touch-ups” and we do them once a year. The “free touch-ups” are a great selling tool for the potential clients.
When I tell them that we do free touch-ups, they stop, look at me, and say, “Really? That’s awesome.”
But our biggest benefit from the free touch-ups is that we can contact our clients and they’re actually glad to hear from us.
They open our emails!
Believe me when I say your clients will definitely keep your number to get their free touch-ups.
To remind them, I have an automated email that goes out every year for the seven years that we offer the free touch-ups.
It keeps me in front of the customer, we get invited back into their homes, and they’re happy to hear from us.
I have had about 20% of the clients have me out for some touch-up. About 80% of them gave us additional work.
My first client that called us out for free touch-ups said, “While you’re here, can you look at my 3 upstairs bedrooms.” #DYBOOMSHAKALAKA more work from already raving fans we want to work with!
There are many other ABA ways to stay Top OF Mind to your past clients. This is just one of them.
The key is not to remind them that you would “like their business again.”
Remember, “We hate to be sold, but we love to buy,” as Jeffrey Gitomer so accurately says.