Comments on: Is Follow Up a Lost Art? Survey says… http://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/ Internet Sales and Marketing for Home Builders and Real Estate Sun, 16 Oct 2011 21:36:00 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Mike Lyonhttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-20154 Mike Lyon Fri, 06 Nov 2009 00:28:21 +0000 http://www.doyouconvert.com/blog/?p=825#comment-20154 Great point Dave - thanks for the comment! Great point Dave – thanks for the comment!

]]> By: Mike Lyonhttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-19937 Mike Lyon Thu, 05 Nov 2009 17:28:21 +0000 http://www.doyouconvert.com/blog/?p=825#comment-19937 Great point Dave - thanks for the comment! Great point Dave – thanks for the comment!

]]> By: Dave Clementshttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-19935 Dave Clements Wed, 04 Nov 2009 20:33:34 +0000 http://www.doyouconvert.com/blog/?p=825#comment-19935 Mike, a very informative whitepaper. It reinforces what we do simplistically every few months in validating the number and what type of responses (if any) comes from registrering at several new home community 'Contact Us' pages. As you know our entire existence is based on providing builders CRM technology that captures prospect information from the website or sales center, then leveraging the technology to help sales people nurture prospects through the buying cycle. Over the past year there has been great strides in 'lead intelligence' so that marketing & sales teams can be aware in real-time of website visits, pages of primary interest, etc --- so that effective topical follow up with the prospect is not only easy, it can be a competitive differentiater. Same types of intelligence is available within email marketing today. As is 'last contact' reporting that helps management 'coach the process for results' rather than just managing the end result. Mike, a very informative whitepaper. It reinforces what we do simplistically every few months in validating the number and what type of responses (if any) comes from registrering at several new home community 'Contact Us' pages. As you know our entire existence is based on providing builders CRM technology that captures prospect information from the website or sales center, then leveraging the technology to help sales people nurture prospects through the buying cycle. Over the past year there has been great strides in 'lead intelligence' so that marketing & sales teams can be aware in real-time of website visits, pages of primary interest, etc — so that effective topical follow up with the prospect is not only easy, it can be a competitive differentiater. Same types of intelligence is available within email marketing today. As is 'last contact' reporting that helps management 'coach the process for results' rather than just managing the end result.

]]> By: Mike Lyonhttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-19921 Mike Lyon Thu, 22 Oct 2009 18:43:10 +0000 http://www.doyouconvert.com/blog/?p=825#comment-19921 Tom and Diane, <br><br>Great comments and I agree. Of course, there is always separation on those who are serious about the business. Tom and Diane,

Great comments and I agree. Of course, there is always separation on those who are serious about the business.

]]> By: tomzbarenhttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-19920 tomzbaren Thu, 22 Oct 2009 18:21:09 +0000 http://www.doyouconvert.com/blog/?p=825#comment-19920 Unfortunately this does not surprise me, but it's great to have this study. What's most puzzling is why, especially when site visits are down in most markets, site agents are not motivated to follow-up. I'll read the white paper, but I wonder if this is pretty much the way it's been for years or a trend. I know many builders have had to offer sales agents salaries or guarantees due to slow sales. Could this be contributing to the problem. Bottom line is too many sales people are not fully committed to their profession and management either needs to properly motivate their agents or look at alternatives. Unfortunately this does not surprise me, but it's great to have this study. What's most puzzling is why, especially when site visits are down in most markets, site agents are not motivated to follow-up. I'll read the white paper, but I wonder if this is pretty much the way it's been for years or a trend. I know many builders have had to offer sales agents salaries or guarantees due to slow sales. Could this be contributing to the problem. Bottom line is too many sales people are not fully committed to their profession and management either needs to properly motivate their agents or look at alternatives.

]]> By: Diane L. Campbellhttp://www.doyouconvert.com/2009/10/22/is-follow-up-a-lost-art-survey-says/comment-page-1/#comment-19919 Diane L. Campbell Thu, 22 Oct 2009 17:28:37 +0000 http://www.doyouconvert.com/blog/?p=825#comment-19919 Unfortunately it is very hard to follow up if you don't pick up your phone/email to begin with! One of the toughest aspects of our industry today is the lack of " sense of urgency", let alone follow up! Do people understand how many personal contacts it takes to sell a house? I have sold homes to people 5 & 6 years after the initial contact. You stay on my follow up system until you buy or die! What bothers me more is that followup leads directly to backlog and backlog leads directly to income!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!! Unfortunately it is very hard to follow up if you don't pick up your phone/email to begin with! One of the toughest aspects of our industry today is the lack of ” sense of urgency”, let alone follow up! Do people understand how many personal contacts it takes to sell a house? I have sold homes to people 5 & 6 years after the initial contact. You stay on my follow up system until you buy or die! What bothers me more is that followup leads directly to backlog and backlog leads directly to income!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

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