You know those leads....the ones we work so hard for? We blog, we prospect, we do mailers and open houses and garage sales...and then we get that precious lead.
So with all the excitement of Prom Night, we call and email and talk, talk, talk. And then:
***crickets***
They go dark. No more showings, no more emails, no more anything. They are on the back burner, or no burner. But they did reach out at one point....so are they truly dead?
Maybe, maybe not!
But you set them up on a drip, or gateway, or something designed to automatically follow-up. And then behold, you see they are checking the information. (If you don't have a system which can tell you if they check what you sent....get one).
So there is still interest of some kind. Now what? These are not the people who are going to respond to a "how's it going" email. So be more creative. In theory you have their criteria, so use that to your advantage. Once every couple of weeks, I send a specific email filled with a personal note....that is clearly personal...to these prospects. In it, I offer some juicy financial background on a new listing in their search. Or show a price reductions. Or talk about a local event they might like to go to in the city of their search....something unique and interesting.
And guess what? It works! These back burner prospects often do come to me when they are ready...and I normally hear something like:
"You always followed up and were so personal"
I guess they don't mind those of us who follow-up. Don't let that hard won lead go to waste.
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