Video Mystery Shopping Tip – Can you close better than a 5th grader? Are you a Consistent Closer?

This week I finish my blog series ‘Can you close better than a 5th grader?’ by discussing the sixth and final trait that fifth graders possess that make them natural closers. Fifth graders are naturally Consistent with follow-up! I will give you a prime example. Have you ever taken a road trip with a fifth grader (or for that matter, any trip in a car that takes over 20 minutes)? If so, you know that you can consistently count on being asked ‘Are We There YET??’ a minimum of 15 times! No matter how you respond to the question, you can rest assured that your ‘passenger’ will ask you again and again until you reach your final destination. I learned this the HARD way while traveling from New York to Florida with my ultimate ‘closer’ of a daughter, Sarah.

So, how does this parlay into the world of new home sales? Well, for starters it is a critical element of getting the sale! I know most of you would just love it if all of your clients and prospect actually purchased a new home on their first visit to your sales office. But, alas, it doesn’t usually work that way. So, in order to keep these prospects in your sales pipeline, it is very important to follow-up with them!

There are several ways to follow-up with your prospective buyers. You can write them a letter, send them an e-mail, or pick up the phone and call them. All of these actions are great; however, I would suggest that you get creative in your follow-up process. Have a REASON to follow-up with them. Don’t just call for the sake of calling! Make your follow-up personal, persuasive, and to the point.

  1. Personal – make your follow-up relevant to your prospects. In order to do so you need to know what their buying motivation is. Make it a point to learn the names of their children and pets.  Take the time to learn their interests and preferences. Connect with them on your community Facebook page. Make sure you are engaging fully with your prospects
  2. Persuasive – Please note, there is a BIG difference between being persuasive and being pushy. Don’t be pushy! That is a huge turn off with most buyers. Persuasion has more to do with ‘selling’ your prospects on the features and benefits of your builder, your community, your home sites and your homes.
  3. To the Point – Remember, we are all busy these days. Respect your prospect’s time. Make your follow-up messages short, sweet, meaningful and pertinent.

One final word on consistency, remember that Rome wasn’t built in a day. Following up with your prospects is all about cultivating a relationship. You are keeping yourself, your builder, and your community in front of the prospect. When they are ready to make a buying decision, the choice will be crystal clear.

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Melinda Brody & Co.

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