Home
(407) 294-7614
Client Login
Top 10 List for Creative Follow Up
www.melindabrody.com
407-294-7614
Top 10 List for Creative Follow Up
Published Bonded Builder News, Winter 2006
Since few prospects purchase a home on the first visit, we should all become experts in getting them to return. Here are some helpful tips:
1. Be committed to instant follow up.
Follow up with everyone who visited that day. Don't let the follow up pile up! All your conversations will be fresh in your mind and the prospects will be impressed that you are so organized. The purpose of the call and/or note is to thank them for stopping in.
2. Be Creative
The definition of creative is to look at what every other builder is doing with follow up and do something unique and different to stand out from the crowd. One Florida client who sold beachside condos sent little bags of sand with a business card attached to all snowbirds who visited during the winter. Another developed a creative brochure, which showed the numerous golf holes in 3D.
3. Send something, then call.
It's great to send notes, postcards and customized letters. But, unless you follow up with a phone call, you don't have the opportunity to invite your prospects back. Always have a reason to call. Perhaps they asked for some information you didn't have handy. You can find out the answer, send it to them and call that they did receive it
4. PS on all form letters.
A form letter is better than no letter. Be certain it always contains a PS on the bottom to warm it up.
5. When calling, stand up!
A great tip to instantly increase energy and enthusiasm is to always stand when you are making sales calls. You will immediately become more animated and your voice will reflect your body language. The worst is to slump in the chair and slurp the coffee!
6. Use a contact management system
The most effective way to manage your follow up is on the computer, whether it's ACT, Goldmine or whatever you choose. This will allow you to have all your notes in one place and a regular reminder system to keep calling.
7. Set a goal for a minimum of one appointment per day.
If you follow this formula, you will have approximately 18 extra sales each year. One appointment each day/365 appointments of which possibly 50% won't show up=182 that will show up and you close 10% of those. Now take 18 sales x an average of $2000 commission and you earn $36,000 more in income for the year. Worth your time and effort?
8. Customize and personalize.
In today's world of high tech, it is so refreshing to get something one of a kind. All notes need to be hand addressed. You can delegate this to a group that has handwriting down to a science...Grandmas!! Consider hiring senior women to help you hand address the note cards. You need to include some personal information you gathered when they visited. The better you are in the "discovery" phase, the better follow up note you can write. Don't write the usual "Thank you for visiting...if you have any questions, please give me a call"...BORING
9. Send follow up. Directly to the kids.
Do your children LOVE getting mail? My 12 year goes nuts if junk mail has her name on it. Find out what interests the kids have and make an effort to send something of interest to them.
10. Organize your time and keep your momentum.
Plan a time each day that you will make your calls, send e-mails or follow up notes. Keep going until you set that appointment. Stay focused on your goal. Put your follow up activity in your day timer. Give yourself a pat on the back for sticking to it.
Creative follow up takes time and effort.
Are you willing to do what it takes to make extra sales this year?
Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades. She offers sales seminars, keynotes and video mystery shopping services for builders across North America.
