Dominant Followup Strategies
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What separates high growth property management companies from the rest of their peers in the middle of the pack? Better marketing? More leads? Better sales? Yes, yes and yes.
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Dominant Followup Strategies
- 2. DOMINANT FOLLOW-UP STRATEGIES Thanks for joining us! We’ll be starting in a few minutes Jordan Muela CEO, LeadSimple Janice Dinham Sales Manager, All Property Management
- 5. OUTLINE FOR TODAY Follow Up Tactics Guaranteed To Work10 3 Fundamental Principles of Sales Success +
- 6. THE BULK OF LEADS WILL FLOW TO THE COMPANIES WITH THE MOST EFFICIENT SALES FUNNEL FACT
- 7. VIRTUOUS CYCLE OF CONVERSION Conversion Rate Cost Per Contract Profit Margin Marketing Budget Lead Volume
- 9. Close Rates Drive Lead Costs Conversion Rate Cost Per Click / Cost Per Lead TIME
- 11. YOUR SUCCESS AND SURVIVAL DEPEND ON MAINTAINING A HIGH CLOSE RATE BOTTOM LINE
- 13. FOCUS ON THE TOP OF THE FUNNEL 1
- 14. 60% 18% 50% 82% 100% 38% OPPORTUNITY TYPICAL FOCUS New Contacted Meeting Scheduled Meeting Completed Verbal Commitment Contract Signed
- 15. 60% 26% 71% 82% 100% 54% New Contacted Meeting Scheduled Meeting Completed Verbal Commitment Contract Signed 20% 98% 86% +40% OPTIMIZED SALES FUNNEL
- 16. QUESTION: ARE YOU A SALES PERSON OR AN ORDER TAKER?
- 18. PROSPECT Contact #1 Contact #2 Contact #3 Contact #4 Contact #5 Contact #6 Contact #7 CUSTOMER 43% of Salespeople have given up 68% of Salespeople have given up 80% of Salespeople have given up Low hanging fruit is harvested here You’re really getting to know the prospect and their needs You now “own” mindshare and are the default choice when the prospect is ready You’re the only one to make 6 contacts
- 20. Odds of agent continuing to call
- 21. QUESTION: HOW MANY CALLS DO YOU MAKE BEFORE GIVING UP?
- 22. POLL QUESTION: How many times do you call a lead that isn't returning your calls? 5% 26% 23% 45%
- 23. POLL QUESTION: How many times do you call a lead that isn't returning your calls?
- 25. 50% of sales happen (Source: InsideSales.com) the 5th touchAFTER 50% OF LEADS ARE QUALIFIED BUT NOT READY TO BUY (Source: Gleanster Research)
- 26. “Companies that excel at lead nurturing generate 50% more sales at 33% lower cost.” (Source: Forrester Research) 50% LEADS COSTS 33%
- 27. QUESTION: ARE YOU BUILDING OR BURNING YOUR LONG TERM LEAD DATABASE?
- 28. 10FOLLOW UP TO WORK TACTICS GUARANTEED
- 30. Reasons Why4 2 1 Presence - The prospect is likely at their computer and with a phone nearby when they hit submit. 4 3 Rapport - Fast responses build confidence and rapport starting things off on the right foot. First Movers Advantage - First to contact, first to frame the conversation and get a shot to close the deal. Engagement -The prospect is thinking about their need and ready to mentally engage with you when they hit submit.
- 31. USE A FOLLOW UP SCHEDULE 2
- 32. Lead Answers Schedule Meeting Assign Lead Yes Yes Yes Yes No No First 30 Minutes After New Lead Arrives @ 5 Minutes: Called Lead? Lead Answers Notify Manager Leave Voice Mail Send Email Schedule Follow up @ 30 Minutes: Called Again? No No Reassign Lead To A Different Agent No
- 33. 0-1 min 20 min 30-60 min 1-2 hrs #1 #1 #2 #3 #4 #5 #3 Lead Follow up Schedule 11 Touch / 22 Day Model #5 #4 DAY 1 DAY 4 DAY 5 DAY 8 DAY 14 DAY 15 DAY 22 #2 #6
- 35. People respect what you inspect. Chet Holmes Author of “The ultimate Sales Machine”
- 36. ORIGINAL Contact Info TRACKED Contact Info (123) 123-1234 (919) 939-3535 ext. 203 meg@mail.com meg97C4@tracked.com
- 39. Intro Email No Contact - Day 3 No Contact - Day 7 Schedule Meeting Meeting Reminder Management Agreement
- 42. TIME YOUR FOLLOW UP ATTEMPTS 6
- 43. Mon Tue Wed Thu Fri SatSun Best Day To Call vs Email Email Open Rate Contact Made By Phone Best Opportunity
- 44. 12pm8am 4pm 8pm10am 2pm 6pm Best Time To Call vs Email Email Open Rate 6am Contact Made By Phone Best Opportunity
- 45. GET AGREEMENT ON NEXT STEPS 7
- 46. CHANGE UP HOW YOU REACH OUT 8
- 48. ADD MORE VALUE BEFORE THE SALE 9
- 50. USE A CALL DOWN LIST TO FOLLOW UP 10
- 52. ?But What About Drip . . .
- 54. MONTHLY webinar.leadsimple.com WEBINAR(Second Thursday of Each Month)
- 55. webinar.leadsimple/first-to-call-first-to-close/ Why being fast isn't good enough & how to guarantee you come in first. First To Call, First To Close: The Science Of Responding Faster November 14th, 11am PT / 2pm ET