As Realtors and as sales professionals, we ask important questions to improve the sales relationship to move the sales lead from the initial property inquiry to an accepted offer to hopefully close of escrow. However, there may be one fact finding sales question we may fail to ask. That question is simply:
What is your preferred method of communication?
Not being a text person, I have had numerous clients who prefer texting. I have learned to text them if I have sent them an email to esign document.
Then there are those who wish to be personally called. This has provided another learning moment because I now must ask if your voice mail set up. I have been amazed by those who say call me and the voice mail box is not set up. When this happens, I do send a text and let them know. Of course, not all texts are read. In the past, sales leads have called back and ask why I have not called them. I must gently explain to them their voice mail box was not set up.
Email communication is preferred by others. Sometimes with sales leads being busy, they may not view the email as quickly as necessary. This may require you to do a phone or text follow-up.
Finally, snail mail or fax communication especially when it returns to documents requiring signatures may be the only options. Not everyone has email or access to email.
Communication has evolved from snail mail to telegraph to party phone lines to faxes to email to finally texts. We as sales professional and Realtors must recognize this evolution and meet the customer at his or her comfortable level of communication.
Through the fact-finding discovery process by learning the preferred method of communication we not only improve the sales relationship; we eliminate potential future sales obstacles. The more sales obstacles we can eliminate, the greater likelihood we will increase sales.
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