So you have an appointment with a prospect and they don’t sign on the dotted line. What happens next? This is where PROFIT is made for you so make sure you listen up!
As your coach, it’s important for me to make sure you know that you generally only get ONE shot with prospects when you meet with them. But, if you have a meeting and it turns into an Appointment No Sale, it may be premature to call it a failure. Every great once-in-a-while, these transactions can be resurrected but that can only happen with an extremely aggressive approach on your end.
If I flew to your town today and had you lay out your exact campaign for the folks you met with but haven’t yet sold (Your ANS clients) what would that campaign look like? Is it thorough and complete?
Do they get your monthly newsletter? Informative articles emailed to them? Just Listed and Just Sold postcards? A strong call to action with an immediate deadline on it? Other offers or specific USP’s?
Campaigns like this are especially important on leads like FHV appointments. Remember, when people want a Free Home Value, they are generally just now getting started with the selling process. They usually won’t list their home that very night since they are simply gathering information. While it’s important to give them their value and talk them through the process, they may be a couple of weeks or a couple of months from taking action and many times they’ll even want to go look at new houses before putting their old one on the market. What kind of campaign do you launch for these types of prospects?
As you look at each of your lead generation campaigns and lead conversion campaigns, you’ll want to make sure you have an extensive system for ANS appointments. There’s money to be had there but you have to put forth the effort and consistency to get paid!
Look at your campaign for your ANS prospects and ensure it’s as “air tight” as possible so none of these transactions will slip through the cracks on you. If you need help with it, let us know!