Purchase Your Copy of Browsers to Buyers Today
I am excited to announce the arrival of my new manual Browsers to Buyers: Proven Strategies for Selling New Homes Online. In this essential guide, I give an in depth look at the online sales program and process for converting more leads into contracts. Click Here to check out more details and get a sneak peak of the table of contents and the first chapter.
I would like to say a big “thank you” to Myers for all of your help. I would not (and could not) have done this without your continual encouragement.
Onlinesalestalk.com is now Doyouconvert.com
With the new release of the Manual quickly approaching, I have chosen a new address for this blog – www.doyouconvert.com.
Not much has changed to the format. It boasts a fresh new logo and will soon have the ability to order the manual online.
If you read this site via RSS, you will have to update your feed to http://feeds.feedburner.com/doyouconvert. I will try and have everything switched by Wednesday of this week. It’s all switched…
If you had a link on your site to www.onlinesalestalk.com – please update it to reflect the new URL (www.doyouconvert.com).
Featured on CNNMoney.com
That’s the beauty of web 2.0…the article is actually a syndication of a recent Custom Builder article I contributed to: How Custom Homebuilders Can Build Internet Sales but it looks like I’m on CNN Money – I’ll take it!
You can view the actual article here at Custom Builder and you can read my two cents under Following the Leads and the Leaders.
New Manual Coming Soon
You might have noticed the posts have been slow lately…there is a reason (I’m not as lazy as you think). I have been putting the final touches on my new manual – Browsers to Buyers: Proven Strategies for Selling New Homes Online. 137 pages loaded with information guaranteed to increase your online sales!
Stay tuned for more details and be the first to purchase the manual right here.
You will also notice some changes to this site as I revamp for the release of the manual.
Don’t Hide Behind Email – Pick Up The Phone
When managing and following up with your leads – resist the temptation of hiding behind emails to avoid rejection. Using email properly is highly effective but it is also the path of least resistance because the rejection is usually the lack of a return email. You think “well, they must not be interested” and you continue to follow up on schedule without any response. This is a very easy pill to swallow. You need to take a step back and ask yourself – are there customers I am missing by not following up more frequently by phone?
If a customer provided their phone number then you have another form of communication to get in touch with them. You have to think to yourself – there is a buyer out there who is in the market. In addition, this is a “warm” lead, not a cold call – so the response from the customer is usually positive. There are a multitude of reasons why they did not respond to your email or call you back from your initial message you left. They could be busy, forgetful, misplaced the email, lost it to the SPAM boogy monster or been on vacation. Depending on the level of interest – call them back a couple of times. Don’t be timid, make those few extra calls.
Be bold and don’t worry about potential rejection – that is the ultimate goal of the follow-up process – to search out true buyers and stop wasting your time on unqualified prospects.
Develop a multi-phase plan to stay in touch. I have found that calling back after I send a follow-up email is quite successful. I usually say something to the effect of “I wanted to follow up with you personally to make sure your received the email I sent recently. It has some great information on our homes and a money saving offer only available for you as an online customer”. Even if you end up leaving a message, they will link the voicemail and the email together and hopefully respond.
Having said all that, don’t waste your time. There is no reason to follow up by phone with someone who has not responded to you after that first month. Hit them hard and fast in the first 30 days after the lead is submitted. This will help you determine true buyers. Remember, the amount of leads is not the measure of success, only appointments and contracts will determine you if you are spending your time following up with the right people.
