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?), and 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:
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 (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.
What are market conditions like in your area? If it’s a particularly hot market, and new homes go under contract within a few days or weeks, you may want to reach out more frequently in the days immediately following an online or onsite visit. 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.
What resources or content do you have that your prospects would find useful or helpful? 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:
|Immediate||Auto-response||Thank you for interest|
|Same Day (within 4 hrs)||1st Personal email – Immediate||Thanks & introduction|
|Same Day (within 8hrs)||Phone||#1 Phone call – Immediate||Intro & fast answers|
|Day 3||2nd Personal email – Day 3||Project Highlights|
|Day 5||Phone||#2 Phone call – Day 5||You’re busy, love to help|
|Day 7||3rd email – template – Day 7||Variety of Plans & Options|
|Day 14||4th email – template – Day 14||A couple of weeks ago|
|Day 21||Phone||#3 Phone call – Day 20||Staying in touch|
|Day 30||5th email – template – Day 30||About a month – f/u 90 days|
Your own follow-up process may differ based on the above three criteria. If you need help creating a sales process, or implementing one in your CRM system, we can help!