List building for realtors and entrepreneurs is simple, not easy but not hard either! Everyone talks about the need to build a list if you are going to do any marketing, whether via the internet or by direct mail. Everyone says that you should add to that list on a daily basis. Well, as annoying as they are, I agree with everyone! Having a list, mostly targeted to your industry is the most powerful tool you have in your business. Here are my top ten tips for growing and nurturing your list!

Top 10 List Building Techniques

• NUMBER ONE AND MOST IMPORTANT – READ THIS IF YOU SKIP EVERYTHING ELSE! Make sure you are proud of what you send out to your list, every time. I have a newsletter that focuses on marketing for entrepreneurs and realtors. It takes me about 4 hours, 2 days per month to do my newsletter. I am ALWAYS proud of what I am sending and have very few people request to be removed from my list.
• Having a list means needing a database. Your database can be an excel spreadsheet or huge CRM product, either way you need to be able to contact those people on a regular basis. Include First Name, Last Name, Address 1, City, State, Zip, Email and Phone at a minimum. Find out more about what a small business database is!
• When you are starting out, ADD EVERYONE! – I had a conversation with a client yesterday and he questioned the viability of adding someone you know that has no connection to your business. I have had the most referrals for my business from a friend who has never purchased from me. You never know who your friends and family know who might be a customer.
• As for a business card from EVERYONE you meet. We often give our card to people and forget to ask for theirs. Add those people the day you get them and start them on an autoresponder series (see below) to keep yourself fresh in their mind
• Autoresponders (or drip marketing) are series of messages that you send to people after putting them in your database. They give information about your business and can gently sell your product or service. Most database programs allow you to set up autoresponders, if you are using Outlook, make a task to send out messages for at least the next few weeks to your new person.
• Places to get new list members #1 – I get LOTS of new list members by teaching! Offer a prize and collect business cards or send a sign-up sheet around to all the attendees. Make sure they know they will be added to your list!
• Networking Groups – Go to meetup.com and search for local groups you can join. Talking directly with humans is a GREAT way to get people to add to your database!
• Social Networking – Using Facebook, Google Plus, LinkedIn and Twitter is a great way to build your list. DO NOT add everyone who “friends” you. From time to time put a link in that encourages them to sign up for your newsletter.
• Your Sphere – I know, you have added EVERYONE from your sphere already but have you thought of your doctor, lawyer, accountant, church members, gym club friends, your spouse’s friends, your kid’s friends parents.
• Last but not least – NEVER SPAM YOUR LIST! EVER! Recently I had someone belittle me because I wouldn’t take an “opportunity” to sell something to my list. Well…I didn’t believe in it, it didn’t match my list and I declined. I have NEVER regretted not sending something to my list and will never send anything I am not proud of!

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CRM for Small Businesses sounds very ominous. It could mean almost anything! What it actually is is Customer Relationship Management. According to Wikipedia’s definition of CRM, it is “a term applied to processes implemented by a company to handle its contact with its customers”. WOW does that sound dry and not fun!

What it means to the small business owner is the way you handle your customers and prospects from the time you learn about them until they become a clients and beyond. It is everything you send them via email, all the invoices you send, how you treat their questions and concerns and how often you contact them.

The most important part of my CRM is my database! It stores all my suspects, prospects and clients in a handy dandy place. I can categorize them according to their industry, where I found them, what products they have bought and notes about the last contact that I had with them. (if you need info on how to start your small business database please read “what is a small business database“).

For today we will just talk about how CRM affects our prospects (people who we know about BUT who have not used our services yet!)

In my business I always strive to have a database that people are excited to be a part of! I don’t spam them or sell their names. I make sure that every time I communicate with them it is something that will be valuable to them. Some things that we do are:

• Send monthly email newsletters with an article about a topic that would appeal to small business owners – this doubles as a marketing piece since it is branded with the Thrive look
• ALWAYS include something extra – I tend to find lots of free technology tools around the internet and include them in my technology tips section
• Don’t forget to send your newsletter to your current clients – boy was this a doozy on our part! We did not send out the newsletter to our current clients since it DOES have a lead generation function but one of them saw it anyways…:) She was so excited about the article that we realized it should go to EVERYONE, not just the people we were trying to sell our services to!
• Send postcards with the Thrive branding – this is more marketing based and just adds another layer of reinforcement that we believe in the service that we provide to our clients
• Auto-responders – we have a series of autoresponders that start as soon as we put a new prospect into our database. This tells about The Thrive Client Contact Program, provides testimonials AND gives them information about lead generation and followup techniques (DO NOT send a series of marketing pieces to your prospects without providing a value to them!)

If you pay attention, it is easy to find ways to contact your prospects in a fun and useful manner that will result in them becoming clients. Just because they are not ready to buy this instant doesn’t mean that you should ignore them – use the time to show a value and build trust so that when they are ready to purchase they are predisposed to working with you!

We would like to invite you to sign up for our Newsletter (and Thrive Followup Emails) – Just sign up to the right!!!

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