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Many on here view this business as a One and Done sale...while I agree that is typical and 90% of 'our' appointments we never look back if we don't close them. But what if...what if...we actually started taking 10 minutes a night to call back some of the "think about its"?
The last couple of months, I've started really hammering on the people that I think ARE buyers, but are just a little gun shy when I'm in their home for the first time. So far this month I've converted $2,500 AP for about 50 minutes worth of follow up phone calls. The 'I really need to talk to my daughter' or 'I need to examine the budget'...granted, most of the people who say this are laying on the BS, but if your radar is finely tuned, you can pick up on who the real buyers are. Just a couple of quick follow up calls in the evening got me back in the home to close the deals.
Then you have the 'no shows'...what do you do with those...most people, myself included up until a month or so ago, never even bother trying them again.
I've started going back by my no-shows this month as well. I converted $1400AP today and another $1,200 last week just by doing this. After studying our clients for the last year, I've come to realize that they don't care about anything except INSTANT gratification. So no wonder they sometimes leave us hanging. It doesn't mean that they aren't buyers.
Just some food for thought for those of you struggling and looking for ways to kill some time. There seems to be an abundance of "what should I do between appointments" threads here at the moment...
The last couple of months, I've started really hammering on the people that I think ARE buyers, but are just a little gun shy when I'm in their home for the first time. So far this month I've converted $2,500 AP for about 50 minutes worth of follow up phone calls. The 'I really need to talk to my daughter' or 'I need to examine the budget'...granted, most of the people who say this are laying on the BS, but if your radar is finely tuned, you can pick up on who the real buyers are. Just a couple of quick follow up calls in the evening got me back in the home to close the deals.
Then you have the 'no shows'...what do you do with those...most people, myself included up until a month or so ago, never even bother trying them again.
I've started going back by my no-shows this month as well. I converted $1400AP today and another $1,200 last week just by doing this. After studying our clients for the last year, I've come to realize that they don't care about anything except INSTANT gratification. So no wonder they sometimes leave us hanging. It doesn't mean that they aren't buyers.
Just some food for thought for those of you struggling and looking for ways to kill some time. There seems to be an abundance of "what should I do between appointments" threads here at the moment...
