When it comes to building a mailing list, bigger is often better. Being in front of as many people as possible on a continuous and on-going basis will allow you to reap huge rewards. Remember the movie phrase, “if you build it, they will come?” Build your list, and you’ll see clients – and profits – come your way.
1. Put everyone on your mailing list – Everyone. Don’t even hesitate to think, “should I?” the answer is always YES!
If you’re not sure who “everyone” is, start with past clients, friends and family, Chamber of Commerce members and members of any social group you belong to.
Don’t forget the vendors you do business with. They certainly appreciate the fact that you spend money with them and are sure to acknowledge that they “owe” you a few favors. You use their services – could they use yours?
2. Use what you’ve already got –How many people do you meet every day? Do you part ways before you get their address and phone number? Don’t let that happen!
Anyone who you meet during the course of a day will make a great addition to your mailing list. Think about it – you've already established a personal connection, and you can easily get their business card or phone number during the course of your conversation. Don’t pass up opportunities you create every day
3. Segment your list – Get more out of your mailings by dividing your master list into several smaller lists that will allow you to send specific, personalized messages to your contacts. You can send a “thank you for your business” card to your past clients on a regular basis; mail an “I enjoy our business relationship” piece to all of your vendor clients; or send a “free consultation” postcard to prospective clients.
Don’t underestimate the value of a personal message that recognizes your contact as an individual – not just another name on your list.
4. Take a number – Think of a good client meeting like a good first date – you want to get their phone number, so you can turn that good start into a great relationship.
Putting phone numbers on your mailing list can increase the success of your mail campaign. Phone calls add a personal touch to your relationship and ingrain you deeply in the memories of prospects and referral sources. If you've never done it before, try calling all of your past clients to say “thank you” for their business and wishing them a happy New Year. With phone numbers and addresses on the same list, you can quickly mail a follow-up note as soon as you’ve made the call.
5. Mail monthly, call quarterly, or more often – Many companies will take the time to build a killer mail list, but then mail on an inconsistent basis, or not mail at all! Direct mail is the most time- and cost-efficient means of keeping in touch with your prospects and clients. With real estate marketing postcards, you can be in their hands every month for just a few dollars per year. When you figure the lifetime and referral value of a client, those few dollars can return huge profits!
Direct mail, when executed consistently, works wonders for real estate agents. Just don’t forget to make personal contact with your prospects and clients. Most people procrastinate so long that eventually they don’t make the calls at all. To keep current with your contacts, set aside a few minutes every day to make 5-10 calls from your prospect list (don’t try to call all your prospects at one time – you’ll find yourself feeling very overwhelmed!).
If you’ve read through each of these steps and you’re still asking yourself more questions than you know the answers to, feel free to email or call me.
-Gina.
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