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Sign into your accountIt’s Not Too Late to Get Back in Touch
May 22 2014
Do you have anyone in your CRM (a past client or a lead) that you hesitate to contact because "It's been so long that I'm embarrassed to follow-up with them." Do you have anyone like that? Most salespeople do and the unfortunate part is that because you think that "they might be mad" you just let them slip away and be forgotten.
Good news! Here's an important truth for you to accept... they are not keeping track of how long it's been since you last contacted them. Better read that one again. It isn't like they're sitting around the kitchen table complaining that you haven't stayed in touch. They have their lives to live and are not really worrying about you. The reality is that the only person that knows you should have stayed in touch is... YOU.
Recently one of my coaching clients shared this story after she agreed to follow up with many people in her real estate CRM who were in the "it's been a long time" pile. I had Kathleen start contacting everyone she knew in an effort to renew old relationships.
Early in the process, one of her past clients asked her, "How did you know?" Turned out they were getting ready to move and asked her to come over to talk about helping them out. She took the listing, sold it, and helped them buy another place. Kathleen earned $13,000 on those two transactions. As she shared with me later, here was the amazing part, "Bruce, I had not had one contact with those people for 12 years... 12 years!!! They weren't mad at me, they were happy to hear from me."