Do you have great sales people who look after the majority of your clients and feel that you are losing personal contact with them? Do you need to reconnect with your clients?

Yes, you do. If your clients don’t know who you are, your salesperson could easily take some with her if she leaves. Read on to find out how to reconnect with clients without overstepping your salesperson.

If the current client loyalty is with the salesperson rather than the business, your task is twofold: build customer loyalty to the business (rather than you personally – because that will inhibit your growth), and get everything that happens in the sales area onto paper in the form of a system.

It’s not so much that you need to reconnect with clients, more that you need to connect the clients with the business so that they associate the service they are receiving with the business name not just the salesperson.

There are several ways in which you can reconnect with clients and also offer them added value service. Set up a regular form of communication with them, such as a letter or email newsletter from you. Institute a bi-annual or annual review of their portfolios at which you can become involved together with your salesperson. Develop a status report on the property market in your state and nationally for the past and future six months and discuss the ramifications for them of the near term trends. Offer seminars on similar subjects. In this way, you are letting them know who you are, and affirming your credibility and that of your company, and giving them more reasons to stay with the business, not just the salesperson.

Until next time….

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