How You Can Create an Awesome New Home Sales Process
Enjoy this Guest Blog Post from Lasso CRM. Their software is exclusively designed for real estate sales & marketing professionals—it works like you do so you can sell more homes. Faster. Easier. Profitably. Lasso CRM is a Sponsor of The Jeff Shore Sales Leadership Summit.
A Customer Relationship Management (CRM) system for new home sales is a highly effective tool to implement and keep track of your sales processes.
But many ask the question: How do I create a sales process in the first place?
While it’s easy to send a “Just touching base” email several times in a row, that isn’t effective for a few reasons:
1) There is no personal, relevant message (so what good is it to the prospect?)
2) It’s just not that creative (if they didn’t open it the first time, what will make them do so the second time?).
Here are some factors to consider when creating your own, customized sales process:
Target Audience
Tailor the types of messages to your audience.
For example, if your buyers are young, busy professionals, they may respond better to an email-heavy follow-up process.
That isn’t to say that phone calls should not be used, as studies show that on average, it takes 5-7 different points of contact before a lead will respond.
This audience may also be interested in following your social networks, or engaging with a mobile app you’ve created.
Be sure to feed them this information throughout the follow-up process.
Local Market
What are market conditions like in your area?
If it’s a particularly hot market, and new homes are under contract within a few days or weeks, you may want to reach out more frequently in the days immediately following an online or on site visit.
Contact them until they say stop!
If the sales cycle is typically longer, be sure you are following up 14, 30, 60, even 90 days out with personalized messages, rather than broader marketing emails.
Resources
What resources or content would your prospects find helpful or interesting?
This could include floor plans, videos, neighborhood guides, or school district information.
Depending on your prospects’ needs, interests and timing, send them this information throughout the follow-up process to peak their interest and position yourself as an authority.
Here’s a sample of an online lead follow-up process. Your own process may differ based on the above criteria.
Lasso CRM is a phenomenal help in the new home sales process. They will help you radically improve lead management, convert more prospects to buyers, and sell your communities faster, easier, and more profitably. Learn more about Lasso CRM here.
