Are you using old outdated methods to communicate with your prospects? Here I share a story about an encounter with a real estate agent while my wife and I were shopping for a home. She made the choice not to upgrade her process and now her 30 year old business is suffering because of it. …
Read MoreAll Posts Tagged Tag: ‘follow-up’
Do You Go The Distance with Prospects? 2
Do you find yourself asking, “Why doesn’t anyone respond to me?” In this video I talk about some facts that might surprise you. Like less than 10% of sales professionals follow up more than 3 times? I also give you the formula for increased responses. It’s actually pretty simple. View the video here
Read MoreHave You Shopped Yourself Lately? 1
Looking to increase conversions? Think like a customer. O.K., so you’re a successful homebuilder. Fantastic. And you’re marketing online—and maybe even taking advantage of an Online Sales Counselor to increase prospect interaction, response and conversions. Even better. Still, you’re probably starting to realize it’s no longer O.K. to just sit back and wait for homebuyers …
Read MoreSecrets of Success from Online Sales Counselors 1
Earlier this year, I had the great opportunity to present at the International Builders’ Show. As I was preparing, I sent out this message on Twitter: “Preparing the presentation for IBS, anything specific you would like to hear?” In no time, a user responded, “How about you only talk about the stuff that works.” I …
Read MoreCreate New Prospects with Effective Call and Email Campaigns 1
Are you looking for affordable ways to drum up new business? The tax credit has expired and many real estate marketing and sales departments are huddled in their conference rooms brainstorming ways to generate new business. In most housing markets, you still have a good percentage of shoppers out there looking for their next home. …
Read MoreEmail is to Phone like Peanut Butter is to Jelly 3
Sometimes, do you feel like your prospects never even existed? Are there times when you think that the initial request was submitted by a ghost? I wrote a while back about the tendency for sales executives to hide behind email and not make enough calls but what we have seen when you marry these two …
Read MoreHow Fast Do You Respond? (video) 4
In many cases, the real issue is not about generating MORE leads. It really boils down to doing a better job with the ones you already receive. This quick video talks about the response time that “internet shoppers” expect. Think about your own experience shopping online. If you placed an order or transfered money in …
Read MoreFollow-up is the Critical Precursor to the “Close” 0
Is your sales process truly centered on lead generation? Is your lead-to-conversion rate as high as it could be? According to research conducted by Marketing Experiments , up to 80 percent of sales leads are wasted on a regular basis. Lack of correct follow-up is one of the key culprits. Follow-up is a critical component …
Read MoreFollow-Up. Your First Customer Service Test 4
I recently attended a Nicky Joy seminar. What a powerful speaker! Nicky had a phrase that was extremely relevant. “Follow-Up is your first customer service test.” How true! So many sales executives have trouble following up after a motivated buyer has graced their doorstep. With that being the case, one can only assume that all …
Read More
