It seems like things are going well, communication is good, progress is good, and its looking like you’re that much closer to setting the appointment …but then it happens.
They stop replying. It’s like they vanished into thin air. You come to the realization that you’re being ghosted. What happened??
Traditional advice tells us to just keep following up. Be persistent because persistence kills resistance, right? Well, I’d like to challenge that advice. If they truly wanted to work with you then they wouldn’t be ghosting you in the first place. Here are 5 simple tips to avoid being left in the dark at all.
- Daisy Chain Communication.
One of the more obvious reasons why this happens is there is no expectation that they will get back to you with any real urgency. Maybe in your mind you were expecting a reply in the next few days but in their mind it was a “when they chance to” task. Before ending any call, zoom or meeting set up the next time that you are going to speak. This ensures that you are not left chasing because its planned in advance. It also gives you a pretty accurate indication of how urgent this project is for them.
- Ensure you have uncovered their discomfort.
People rarely make a decision to purchase or make a change without a specific pain that they want to get rid of. Potential clients may like the home that you are offering and the quality of what you are offering but, in most cases, it is not enough to work with you. Determine the reason why they are looking to make a move now and what’s no longer working for them in their current home.
Uncover that pain.
- Bring new perspectives and ask thought provoking questions.
The number one reason why buyers decide to make a purchase is because the sales consultant educated them on new ideas and perspective.
What does this mean? Well, in order to do this we need to first have fresh perspectives. In addition to this we must also ask questions that encourage the client to uncover new ideas for themselves.
A few thought-provoking questions are:
- So, what’s motivating your reason to move now?
- What changes for you in 6 months (1 year, etc) that will allow you to make a move then?
- Out of all the builders you are considering, why choose us?
- What happens if they don’t schedule an appointment?
4. Do NOT get into the weeds of pricing and options.
You may be surprised at how many OSCs still feel the need to have all the answers to pricing and included options. This is your opportunity to schedule an appointment to meet with an onsite sales consultant. Give them enough information to confirm their interest but be prepared to hand off the prospect to the community expert. If you give them too much information, they may self-select out without ever getting a chance to visit the community.
5. The “How Would You Like to Proceed” Email.
I’ve sent thousands of emails, and this one consistently gets responded to – even if I’d been ghosted for quite some time. Here is the email.
It’s been a while since we’ve connected, and I’d hate to be a pest and continue following up with you if you’re no longer interested. How would you like to proceed? (Simply respond with a 1, 2, or 3)
- I’m no longer interested – stop following up with me!
- I’m still interested and looking at my options.
- My search is on hold – continue to follow up with me.
Based on your response, I’ll update your profile accordingly. I look forward to hearing from you.
Simple, powerful and effective.