August 07 2017
When it comes to lead follow-up, there's no such thing as diminishing returns. Eighty percent of sales are made on the fifth to twelfth contact... yet only 52 percent of salespeople follow up even ONE time with their prospects, and only 10 percent make more than three total contacts. (Source: Chris Smith, Curaytor)
Are you ready to get more persistent as you pursue the sale, but aren't sure exactly how to follow up multiple times without coming off as a huge pest?
This week and next, we'll outline follow-up plans from two lead conversion experts with vastly different approaches:
First, Travis says, it's time to accept that your leads aren't the problem. Your lead nurturing system is.
To combat what he perceives as weak follow-up across the industry, Travis has developed a two-week system that... isn't for the faint of heart.
He knows what you're going to say: "I'm going to make them mad and they won't call me back."
And this is what he says in response: "Hey, they're not calling you back anyway." In his view, why not be aggressive and know once and for all if they're interested, instead of keeping dozens (or even hundreds) of no-contact leads on the hook over the long-term?
According to Travis, if you even just completed days 1-3, you'd actually make eight touches and, theoretically, you could quadruple or quintuple your conversions; you'd be doing 7-8x the follow-up to what you're doing right now.
Want to mix it up a bit? Maybe try texting an audio file. Consider emailing or texting a quick selfie video by just using your phone or a free tool like ViewedIt.com. We know it can be challenging to stand out, so perhaps try some outside of the box tactics to get noticed during your touch campaign.
If you're sent to voicemail on your very first call, set up expectations for your follow-up within your message. Travis Robertson suggests mentioning that you'll also be sending a text and an email, as you're not sure how the lead would prefer to communicate. By setting (and meeting) this expectation, you come off as a dedicated instead of desperate.
Travis recommends Top Producer® CRM, which can be set up to send auto-emails for you. Once you determine your lead follow-up plan, you can program the CRM to do most of the heavy lifting for you.
Could you follow Travis' original or modified plan? How would you change up his tactics and ideas to make them more your own? Tell us on our Facebook page, where we keep in touch with more than 35,000 top agents from across the country!
To view the original article, visit the Realtor.com Results blog.