How to Set & Keep More Appointments with Prospective Homebuyers
Prospective homebuyers can be hard to pin down. People like to “shop around,” meet with multiple builders, and visit several neighborhoods. Even when they do schedule in-home visits, many cancel. A big part of the problem is that homebuyers don’t feel any connection to a particular builder, at least in the beginning. There’s no relationship yet, so cancelling an appointment or talking to more than one builder is easy.
Some builders try to combat this with more touches – emails, phone calls, etc. However, what’s often most important is not the number of messages sent, but the quality of those messages. Email inboxes are inundated, and it’s only going to get worse with more salespeople adopting AI. And few people answer calls or like receiving texts from unknown numbers. To get attention and cut through the noise, we need a different approach – one that is more personal and warm. This is where video messaging comes in.
Send Personalized Video Messages
Sending a video message is a great way to inject energy and personality into a relationship with a prospective buyer. When other custom builders are sending plain emails, a video message of you introducing yourself or following up after a phone call is a great way to stand out. It’s how you can calm nerves and reduce anxiety about the home building process.
Sending personalized video messages is also effective for setting and keeping appointments. It’s much harder for a homebuyer to cancel an appointment if they’ve received a video from you talking about how excited you are to meet. A personalized video message is also the perfect way to follow up after an appointment. In these calls, you can
- Summarize what you discussed
- Revisit parts of the model home that the buyer loved
- Answer any questions that came up
Sending a video message after an appointment is a powerful way to keep someone’s excitement level high and perhaps even interrupt another builder’s sales pitch.
Keep Investing In The Relationship
Video messages also have a role to play after a sale goes through. You can send videos to give homebuyers updates on the construction process. Get them energized about their upcoming move-in date with suggestions on where to enjoy a celebratory dinner. By continuing to invest in the relationship, you increase the likelihood of getting referrals and other opportunities to work together down the road.
One of the easiest ways to incorporate video messaging into your sales efforts is with a platform called BombBomb. BombBomb eliminates the extra steps you’d otherwise have to take to get a video into the body of an email or to track engagement on another channel. It’s the fastest and easiest way to start sending personalized videos to home buyers for key moments, like:
- Introducing yourself
- Thanking prospects for scheduling an appointment
- Reminding prospects about an upcoming appointment
- Following up after appointments
- Sending updates and notes of appreciation
If you’re having trouble winning prospective homebuyers, start sending personalized videos. When everyone else is still relying on mass emails, go the other direction. Get as close as you can to meeting with and speaking to people face-to-face with video messages. To see BombBomb in action, schedule a demo here.
Author: Justin Doornbos
