This Is Why You’re Not Closing More Deals

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Have you ever wonder why your conversion rate is low?
 
You invest hundreds (or thousands) of dollars a month in marketing and advertising, but still you can’t turn those leads into sales? The next 5 questions will help you gain some insight into what you could do different to increase your success 10X.
1. Are you responding within the first 5 minutes?

Your response time is key to the success of converting more leads into sales.
A study conducted by insidesales.com has shown that your odds of converting a lead decrease by 400% if not answered within the first 5 minutes. If you have an active marketing campaign, be sure to set alarms to check for new leads or activate notifications. Auto-response emails are not a substitute for immediate attention.
2. How are you communicating?
 
9 out of 10 millennials prefer to communicate via messaging; while adults ages 45-55 still prefer phone calls over written communication (via Twilio). It is important to know your audience as it will determine which method of contact to use to increase the chances of a positive response. The great advantages of messaging are that it allows them to answer when they are available and you can always go back on the conversation for reference.
3. How organized are you?
 
You probably found out the hard way that every transaction is very different. Every client will have different requests, and not all transactions will be at the same point in the pipeline. A CRM is a great way to keep track of all your leads and transactions. Most of them connect with your calendar and email to streamline processes. You can also set up your marketing campaigns so your leads will be automatically added to your CRM for easier follow up.
4. Are you being consistent?
 
Through the use of your CRM, set reminders and tasks that will notify you when it’s time to follow up with leads. Consistency is key to the success of your business. If the lead was not ready when you first made contact, you need to make sure you remain top-of-mind. If you don’t do it, someone else will!.
5. Are you establishing exclusivity?
 
Most of these leads have been searching online for their new home, they probably have contacted several agents, so it is important that you are not only the first to answer, but that you are sending them relevant information. It’s important to educate prospects, they will appreciate the time you invest in answering their questions. Explain to them that you have access to the same properties that the other agents have. For example, tell them how the MLS works and the value of the information in it. Property listing websites feed off the MLS, and they update every so often, so the MLS will always have the most up to date information regarding the status of properties.
Take away
 
Always remember that when you invest in marketing, you may not get immediate results, the purchasing decision takes time, patience and most important consistency. Getting the lead is only half the work, you have to be willing to put in the hours and to follow up, follow up, follow up!

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