1. Don’t sell over the phone
Phones are great for setting up meetings. When it comes to selling, set up either a Skype or in-person meeting.
2. Use social media
Before calling a lead, learn more about them! The easiest way to do this is by checking out their social media pages such as Facebook and Twitter.
3. Always stand when speaking with a customer
Standing up will help you project your voice, use body language and stay in control.
4. Use more videos and pictures to describe products
Nobody likes to read a lot of information. Using exciting videos and pictures will help reel in your customer’s interest. Remember, no salesperson can do as good of a job selling a product as a video can.
5. Always give Two Options
It’s called the Two Options Close and it works wonders when setting up a meeting. Always provide two options when deciding on a day and time. For example, “Does Monday or Tuesday work for you?” “Morning or afternoon?” “1 p.m. or 3 p.m.?” This helps make the decision easy for your customer.
N5R's Roman Bodnarchuk discusses the Two Options Close:
6. Match them (the way they talk, sit, what they’re wearing, etc).
Before your meeting, make sure you know your customer. Do they usually dress casually or are they more formal? Try to match them! Once you’re at the meeting, observe how they sit and speak, and try to be similar. This will help build a connection with your customer and make you more relatable.
7. Always thank them for registering
Your lead took the time to register on your website, so why not thank them?
8. Fix a meeting with an expert or superior person
Oftentimes as a salesperson you may not have all the answers to your customer’s questions. Setting up a meeting with an expert in your company will improve the chances of you making a sale.
9. Contact your customer 17 times
These are your 17 touchpoints, and includes phone calls, emails, letters, messages, and other methods. Rarely will a customer purchase real estate on the first touchpoint. It is up to you to stay on their mind and build their interest.
10. Tell stories and talk about your customer
Stories sell, especially when selling real estate. It’s all about the lifestyle and how your customer pictures their life if they buy your product. Focus less on what you’re selling and more on how it will benefit your customer.
Follow these steps and you will be well on your way to increasing sales!
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