It is rare that a sale is made after just initial contact with a prospect, especially for any large ticket item or service such as real estate. Customers buy on their schedule and it is the job of the agent to stay in touch with the prospect during the sales cycle. Here are some ways to maintain contact throughout what can be a long sales process.

Make sure your message has value for the prospect
One of the keys to successful follow up is making sure your message has value. A contact, by phone, letter or visit that conveys "have you decided yet" is often intrusive to the prospect and seldom successful. A better message conveys "appreciation for your interest, response to questions or your interest in the prospect's success" is better received.

For additional information and guidance on this topic we have posted an article on our website entitled "Following Up on Lead" for you to review or simply go to www.CorcoranCoaching.com/blog/

Commitment for the Week:

Make A Commitment: I will develop a system to stay in touch with my prospects and follow it!
Deadline: _________

Bob Corcoran

Bob Corcoran

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Posted by Bob Corcoran on 12/01/2008 11:03 AM   Comments (4)   Following Up Leads in the ActiveRain Channel  
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4 Comments on Following Up on Leads

DEC
01
2008
291,755 Points 2 Featured Posts Called Shot Master

Thanks for the post. Polite consistency is typically more beneficial than anything aggressive.
11:18am • #1
143,987 Points 3 Featured Posts

This is very true!  Whatever system you decide to put together, be consistant! 
11:25am • #2
946,592 Points 8 Featured Posts Outside Blog Called Shot Master

Thanks for link -- am off to check it out.
11:26am • #3

I use a online magazine to stay in touch with clients on a regular basis. I just started using this last month. I used to use a newsletter that didn't have as much content.

 

www.bellinspection.com/magazine/hot
11:56am • #4


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