By the experts at Buffini & Co.
When you work by referral, your relationships drive your business. In order to build lasting relationships with your clients, it’s important to maintain consistent contact with them. How can you do this? Get face-to-face and voice-to-voice with them! However, communication goes beyond a few phone calls and a Pop-By a month; client parties are a fun way to catch up with several of your favorite clients at once, thank them for their business and ask for referrals.
Show your appreciation
Everyone wants to feel appreciated and your clients are no different. After all, their business and referrals keep you in business! While saying “thank you” is certainly an effective way to express gratitude, it’s important to show them how much they mean to you.
Client parties are an opportunity to express gratitude beyond the spoken word. For Dan and Maria O’Dell, real estate agents from Kansas City, Missouri, client parties have helped them show their appreciation to their existing clients while they grow their database. “We do the events to show our commitment to our clientele,” says Dan.
According to Maria, they started throwing high-end, larger scale client parties a few years ago. “People love them!” says Dan. “We do them well.”
Don’t forget to ask for referrals
While you’re thanking your clients for their business, remember to ask them for referrals. When is the best time to ask? When you’re chatting with them, of course! Take a page from the O’Dells: “We ask for business,” says Dan. “We ask them to connect us with people that they love and care for. The more you receive, the more you can give away, and that’s what we’re about.”
What if you’re an introvert?
Do large groups of people make you break out in hives? You can still host a client party; the key is to keep it small. If you’re more introverted, you may prefer to connect with people one-on-one. Small parties allow you to focus your attention on your clients, while avoiding the noise and distractions that come with large parties. So, while your extroverted peers are hosting a 500-person bash, invite a few of your top referrers over for an intimate dinner party. You’ll enjoy all of the benefits of a larger party without the stress of entertaining a big group of people.
Now is the time to start planning
Inspired to start planning your next client party? Autumn is the perfect time to host one. Plan a hayride with your favorite clients and their families, an afternoon at a winery with your A+ clients or go all-out with a Halloween-themed party. It doesn’t matter what you do; just make sure it’s fun!
Reprinted with permission from RISMedia. ©2015. All rights reserved.
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