Call-A-Thons Still Work!
Okay, here's a couple of my thoughts on call-a-thons!!
1. It helps to find out where your potential buyers went if they did not purchase. (You REALLY must be GREAT at discovery questions. If not, get some training on this. I firmly believe that this can increase your conversion rate in any situation.)
2. The call-a-thon might help you make a re-connection to a customer that postponed purchasing.
Now, to the meat of it...
A. Have your builder there to finalize all deals over the phone.
B. Contact all prospects a week ahead to schedule their personal appointment with the builder on the Call-A-Thon date.
C. Communicate that the builder is prepared to make a deal.
D. Contact all e-leads and prospects to re-visit the community to make their final home selections so they are prepared to deal with the builder.
E. Bring all registration cards for any prospects you could not reach prior to the Call-A-Thon date. Make the calls that day!
F. Be sure to make it fun! Engage YOUR sales associates with contests, bonuses, instant prizes, etc.
And don't forget, buyers LOVE the special attention of speaking to the builder. It makes them feel like they got THE BEST deal!!
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