Follow Up: Nobody’s Doing It, What About You?
Send a message to your competitor and tell them, “I’m going to follow up with your leads.”
Thanks to the super expensive ($199) video equipment and a steady hand, I have a few clips to share from the International Builders’ Show. Might be a bit raw but the sound is good. Here we are behind the scenes at the International Builders’ Show talking to a crowd about follow up.
In today’s market it’s very important to find out what happens to your leads. In the following clip you’ll get a graphic view of what really goes on with lead management.
Don’t pull a Tommy Boy. There are many ways to nurture and grow that relationship. We do this by implementing a specific process.
Nicky Joy says it best, “Follow up is your first customer service test.” This is how people see what it’s like to do business with your company. Most people can’t make it past this first test. When we talk about follow up we need to be fast.
Check out the video and tell me what you think. What is one thing you’ve learned about follow up?
This is the first of a 4 part series of from IBS if you’d like to see the whole play list, here’s the link.
Or keep an eye out for my next post!
(video) Epcon Communites Goes Tech at National Sales Conference
I’ve recently discovered, after presenting at Epcon Communities’ national sales summit, that Epcon agents are people who take action!
During the summit, I had the pleasure of sharing concepts with their sales team and builder partners on how to create digital communities. We talked about integrating new technology into the sales process.
After my discussion on incorporating video into the sales presentation about 12 sales executives didn’t just take notes, they took action. They went to Target and bought Flip Mino cameras (rumor has it security almost kicked them out for trying to negotiate a group discount)
You know me, I never go anywhere without my own Flip. While I was there I shot a few clips myself with some amazing individuals!
In the first interview, I talk with Phil Fankhauser the CEO of Epcon and the best-dressed man in the industry. He shared some great concepts the night before. Here is my favorite quote, “If the market is 17% off, doesn’t that mean we are 83% on?”
Next up is Nanette Overly, the VP of Sales and a dynamic individual discussing action steps for 2010.
And finally, Ed Barber, Sales Executive of the year for Epcon talks about how he is going to use video email to blow up his business in 2010. (plus he talks about his dog, Teddy Bear)
Win Seth Godin’s New Book – Linchpin
UPDATE: Most of this conversation is happening on Facebook – check it out here and join the conversation
Are you indispensable? Tell me why and you can win a copy of Seth Godin’s new book Linchpin. Watch the video for details and leave a comment, send a tweet, post on Facebook. Bonus points if you leave a video comment.
See Seth Godin talk about his book here:
Is Social Networking a Waste of My Time?
“How in the world am I supposed to keep up with all of the Social Media stuff, I don’t have enough time as it is?” I hear this question just about every time I present on the subject.
I just finished a great webinar with sales agents about social networking and building communities while building a powerful personal brand. Sure enough, during the Q.A. portion, someone asked it again.
I think it is an extremely valid question. The last thing you would want social networking to be is a time sucker, especially if it replaces critical business development opportunities. My standard answer is don’t spend more than 45 minutes a day of your “business” time.
Let’s face it, I have yet to see someone be 100% efficient from 8-5 every single day. So take some of that spare time and engage in your digital network. On that same note, don’t get caught in what we call “digital quicksand” where you emerge hours later and realize you have been doing nothing but playing Mafia Wars.
It may look like I spend more time on these sources than others, but I follow my own advice. I have a few tools that allow me to be efficient. (tweetdeck, hootsuite etc) but my swiss army knife is my iPhone loaded with all of my social networking apps. Because I am connected, I can use my “down time” for connecting with others. Yes, you will have to trade in your “dumb” phone for a “smart” phone – I talked about that in a recent post.
Think of all those times you are waiting around. Maybe you are getting your oil changed, stuck in traffic, waiting for the dentist, sitting at the mall waiting for your wife to finish shopping at the Gap – you name it. This is a great time to pop on Facebook and talk to a few folks, send a retweet or comment on a LinkedIn discussion.
If you are committed to using social networking to build your business, this is how you can do it without wasting time. Or you can just stop watching American Idol and use that time to build your brand – just a thought. Some call that being a workaholic; I just call it smart business.
I shot this video on my iPhone waiting for my oil to get changed. (I was a bit under the weather, sorry for looking so rough)
7 Phrases for Setting Appointments
Leads are great, but what value do they have unless you can convert the prospect into an appointment. Too often, a sales executive will assume that they are the only game in town. They say to themselves, "Hey, I have this great prospect talking to me via email or the phone, they are so close – this deal is in the bag." With this mindset – they give great information (sometimes too much) and have the attitude that when they are ready they will call back or email to set that appointment. Thinking to themselves, “Where else are they going to go? I am the only one working on this listing/community/home.”
Remember, speed wins and in many cases you not only need to be fast with your responses but also fast to get them to meet in person.
I believe every interaction with a lead, either on the phone or by email, should have the end goal in mind of setting an appointment.
To do this you need to be armed with some great "closing" scripts. In the lead management process your first opportunity to "close" is by setting the appointment. Here are 7 phrases I have tested that work extremely well.
- The Assumptive Close: "It seems like you are interested in this home. The next step would be to meet in person. What time would work for you?"
- The Soft Close: "Thank you so much for taking the time to talk. What do you think about meeting in person for a VIP tour?"
- The Trial Close: "Do you feel like you have enough information to take the next step and meet in person?"
- The Hard Close: "What are we waiting for, let’s get together today!"
- The "No means yes" Close: “You wouldn’t mind if I asked you to set a time to meet in person, would you?"
- The Tie Down Close: "I think an in person meeting makes perfect sense, don’t you?"
- The Alternative Close: "I would love to set a time for a VIP showing. We have time during the week or on the weekend, which works best for you?"
In most conversations your prospect will give you all the chances you need to ask for the appointment. Remember, the appointment is merely the natural end to a great interaction. What is the worst they are going to say? No… Go for the no every time. But don’t give up. If they don’t set the appointment right away be sure to have another reason to follow up with them and keep the conversation going.
So what is your most effective way to set an appointment?
