An Example of Creative Follow-Up

I am forever telling sales representatives that if you want to be effective at follow-up you need to do make it personal. No form letters, no “dear sir or madam”, no e-blasts. Follow-up is about reconnecting with the customer and helping them solve their problem.

Matt Wright is a superstar sales representative with Beazer Homes in Indianapolis who gets the concept. Take a look at how Matt reconnected with his prospect’s pain, using two simple but powerful photos.

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Hi (buyer names omitted)

I wanted to thank you for visiting Beazer Homes at Lochaven.  We made some real progress.  We found a house in the Providence that would really work for your family!   It also seems to answer one of your biggest dissatisfactions with your current home….a lack of closet space.  I have two solutions for you below.

Current closet solution #1….

Near Future Closet solution #2

Don’t you think option #2 is better than the Wonder Hanger?   I think it would be very beneficial come back in figure out what options are most important and then figure out a price for you.

I have also attached some information on the schools because you had some questions on which school your daughter would attend.  Please give me a call if you have any questions.

Thanks,

Matt Wright

New Home Counselor

Beazer Homes

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BRILLIANT! Now THAT is creative and personalized follow-up!

Want to hear the best part? The customer responded back with this: “Very funny, and of course the second option!”

Matt – my hat is off to you. Very, very well done!