It sounds like a lot of letters, and it is. But these letters are the keys to taking your online sales program to the next level of success. The recently-published 2014 Online Lead Follow-Up Survey found that of 234 top homebuilders, 69% did not call an online lead when presented with a phone number, and 39% did not email them back. Considering that over 90% of homebuyers start their searches online, why is this? They likely didn’t have the right online sales program in place.
The survey identifies 5 elements of a successful online sales program:
- Sales Process
- Online Sales Counselor (OSC)
- Customer Relationship Management system (CRM)
All are equally important, but this year the survey paid special attention to communities that employed an OSC vs. those that did not. This is a person dedicated to responding to, following up with, nurturing and qualifying all online leads, with the goal of setting the appointment for the onsite team. The findings were:
The most successful Online Sales Counselors can manage up to a hundred leads per month, but not without a system. This is where CRM shines, particularly a system that’s built for new home sales. Through automated sales processes, follow-up emails, calls and tasks are organized and effortless.
It may seem like a daunting process to identify online sales needs, select the right CRM, hire the best OSC, and implement a sales program that works, but the results are worth the time and energy. With all these elements in place, one OSC initiated 152 sales in a year for her company!
If you’d like more information on the benefits of an Online Sales Counselor, contact Do You Convert at solutions@DoYouConvert.com.
If you’d like more information on how to implement a CRM specifically for builders and developers, contact Lasso at sales@LassoCRM.com.