There are many do’s and do not’s when it comes to following up on your leads. Below are some of the most common mistakes that agents or realtors make when trying to secure the job.
1. Don’t wait too long
It’s a good idea to contact a potential client earlier rather than later, says Naomi Starr of Naomi Starr Interior Design and Property Stylist. “In the past, I haven’t always been able to contact leads immediately — quite often this has been up to a week after the inquiry has been made,” Starr says.
“I now have a process in place to make one point of contact with the lead within 24 hours and to follow up with a phone call as early as possible to find out more information about the services they require,” she says. “This has been extremely successful.”
2. Don’t hesitate to be upfront
Honesty is the best policy when it comes to turning down jobs, says Sam Patience of Patience Designs Studio.
“There have been times when I was overstretched and turned down work without giving a good enough explanation as to why,” Patience says. “I wish I’d always been upfront early on with inquiries to just say, ‘I’m really sorry, we’re a bit too busy now, as we want to ensure the best service to all our clients’ and ‘Could we be of help to you later in the year?’”
3. Don’t avoid phone call conversations
Never underestimate the value of personable conversations as a part of your follow up strategy, especially those made over the phone! A phone call provides an opportunity to communicate character and enthusiasm.
“I’ve often used a message or email if I’ve been short on time in the past, but I find a phone call the most effective point of contact when converting leads,” Starr says. “A conversation is a powerful tool to find out more about the services the client may require and details about the potential project. As a professional, you can assess if it’s the right client and project for you almost immediately after talking to them.”
4. Don’t be too sales-focused
Don’t assume you have to overtly market your business all the time. Instead, think about how you can build a relationship with someone who will eventually become a valued customer.
“The best piece of advice I’ve been given is to just ask and listen,” Utley says. “If you can help with their problem, let them know and they’ll ask you to come out naturally to perform your talents.”