How many countless times have you spent two hours on the phone talking to a client about a property only to have them say at the end “thanks, I’ll think about it and call you back,” and then never hear from them again? Did you feel like you just wasted two hours of your day? You probably just did.
So now you might be asking, should I follow up with them? How much time should I spend on chasing that lead? What you did wrong was in that first meeting you didn’t find out if they are worth it. One of the most important steps you need to take when you first get a lead is qualify them as a legitimate sales prospect.
Are They Worth It?
A big step that most successful agents take in their career is to change their attitude from just “getting work” to “getting the right kind of work, from the right kind of customer.” They way to do that is to qualify your leads.
Qualifying is when you determine whether or not the customer who called you asking about your business is actually worth the time and effort it will take you to turn them into a customer. Just because you gave someone your business card or they called you because they saw your face on a billboard, that doesn’t make them a customer.
"Lots of sellers believe anybody who asks them for what they offer is automatically qualified," says Michael McLaughlin, principal of MindShare Consulting and publisher of Management Consulting News.
It’s crucial to remember that your time is valuable, so remember that success is directly tied to how efficiently and effectively you use it.
The Perfect Fit
Research has shown that qualified sales leads have a higher return on investment and a higher close rate. That means it’s crucial that you first determine for yourself who will be your best and worst types of clients.
So consider your target market. Who are you selling to? Which areas are your expertise? Once you’ve figured out your ideal customer, your first goal is to eliminate any non-opportunities as soon as possible. The sooner you do that, the sooner you’ll find out which leads are most likely to convert into customers.
Again, a big mistake that a lot of agents make is chasing leads that don’t go anywhere in hopes of changing their mind and finding a new customer. A much better use of your time is to chase the leads that are already an ideal fit for you.
Ask The Right Questions
In order to properly prospect your leads and determine if they’re a good fit, you need to ask the right questions. Good prospecting questions are proactive. They cause the prospect to think through challenges and they end up giving you information that you can use to determine if they’re the right fit. Diagnose their problem or challenge and then decide from there if the relationship would be mutually beneficial. Take a look at these 25 great proactive qualifying questions.
"It's really being able to tap into somebody's ego, their emotions, frustrations and concerns," says Paul Cherry, founder and managing partner of Performance Based Results. "I think most customers and prospects do want to talk if you ask them the right questions. When starting to talk about features and benefits, the prospect just tunes out."
Brian Tracy, one of the world’s top sales training and personal success authorities, lays out 4 questions your must ask when prospecting where he explains “through effective communication and learned listening skills you are four steps closer to closing the sale.”
Close The Deal
Tracy goes on to say that the next step is closing the deal your prospect, but don’t run into it with a fear of rejection.
“One of the key factors in successful selling is to be prepared to hear a no and continue,” says Tracy. “When the prospect says, ‘No I don’t think so,’ you must be able to just let it roll off your back like water off a duck’s back.”
Once you’ve found the perfect customer, it’s only a matter of working your magic as a real estate agent and further convincing them that they need what you’re selling. Don’t waste time on people who aren’t serious. Prospect your leads and take your sales to an entirely new level.
Looking for even more ways to qualify your prospects? Here are 3 essential tips for qualifying a sales prospect.
Comments(0)