If you’ve been in sales long enough you realize that even though there are great referrals that come in on occasion you always seem to be doing your fair share of cold calling in order to keep the sales rolling in. It’s an important part of any salesperson’s day to find new contacts but it can be a lot easier if you also add in the important part of client re-visitation at least on a yearly basis to not only update your current client’s situation and handle their needs but help them remember the people they know that also need your help.
Here is my process for client re-visitation that works wonders and also keeps me out of the hot seat when I might not be able to get to all of them once a year.
1. After closing a sale and getting the client all handled I like to say the following statement to them. “Mr. or Mrs. Client, like you visit your Doctor once a year for a physical I like to see my clients every year if possible to update your finances and check on any changes such as a new job, change of address, etc. and re-evaluate your situation to make sure you have everything you need to be successful. Just like a Doctor I’m a very busy person and don’t have the opportunity to always reach out to my clients. I would appreciate if you have any changes in your lives that you will reach out to me so we can get together and update your current picture. If nothing changes and you stay on track than I will try to reach out and verify that is the case with you every other year. “
2. After setting the expectation that either they or I will follow up I make sure to send out Christmas cards to all of my clients every year so they can be thinking of me and include my contact information (business card) with it so they have it handy. I also add the following line in my Christmas card: “Working with you has been a great gift to me and I hope it’s been the same experience for you and your family. Please remember those at this time of year as they begin the New Year that if they need my help you could pass the enclosed card (I usually put 2 cards in so they have one and can share one) on to them and give them the same experience as you have had. “
3. The last thing I do is add to my calendar a year out from my last visit with them a reminder to call or email to see how they are doing and ask if they’d like to get together to go over any changes that may have occurred. This is a less intrusive way then just showing up at their door or putting them on the spot for an appointment and I’m able to use a canned email and send the same one to different clients to get my name in front of them and hopefully find some more business or new business in the process.
Client re-visitation can be a great addition of new business to your portfolio if you follow up and are consistent in your approach.