What a great lead generation tool

We all know repeat and referred business is awesome. It’s profitable and enjoyable working with people we already know and like. Want more? Of course you do!

One of the key disciplines of getting more repeat and referred business is maintain contact with your client base. But it’s more than that. I believe you must always aim to “add value” with each contact – not try and sell something – but demonstrate why they should continue to listen to you, open your emails, open your mail and take your phone calls. We are only as good as our last contact.

So how do you maintain contact with your clients? Email, post, SMS, phone? I believe you need to do all 3 in almost equal parts. The reason being is that email will work really well for some – but some clients won’t even bother to read it (email is becoming less effective due to the sheer volume people receive so certainly don’t be too email focused). The same goes with the other methods. Using all 4 methods will greatly increase the impact you make.

For example, at the moment fixed rates are very low by historic standards – St George’s 3 year rate is 5.59% as I write this blog. This week we sent an SMS to all clients about this rate and suggested that they should consider fixing. If they wanted a review, contact us. It’s created new business and added value – because clients know that we’re on the lookout for them. We also put together a report (to give to interested clients) that assessed at historic rates, rate forecasts and so on to demonstrate why we think 5.59% is a good rate. SMS is a great tool for quick, factual based communication and compliments everything else we do (email, post and phone). I’d recommend using SMS.

So my question for you is; are you using email, post, SMS and phone in equal parts – they are all reasonably cost effective.