What are the rules of successful selling? Always be prospecting.
Want to learn my prospecting system that automates most of your activities? Check it out here!
Selling is a numbers game and anyone who says otherwise is just looking for an excuse of why they weren’t able to generate the necessary number of people through the door to convert them into buyers. You’ve got to know your numbers-how many people do you need to see to make a sale? If you know that number you can strategize on how to achieve it. No matter how busy you get-you need to make prospecting a priority each and every single day.
You want to have so many people through your model door that prospects feel the urgency in the air just from seeing how busy you are and seeing how many people are interested in your community. You want to create such frenzy that they’ll be asking you how to leave a deposit because they don’t want to miss out. If you don’t see anybody in few days, your confidence goes down. You want to be so busy that your head is spinning and you don’t have the time to eat your lunch.
So how do you create a frenzy? Prospecting needs to be your priority number one, no matter what-you want to be prospecting each and every day. That means consistency and dedication. That means scheduling it on your monthly marketing calendar and scheduling it on your daily calendar. You’ll want to get creative with prospecting so take some time to plan your activities. You’ll want to think outside the box, so you’ll want to plan your activities with someone who knows your community and knows your product.
I like to go for a walk and talk about different ideas to get the blood flowing and brain thinking. Start by doing a brain dump-think about all possibilities and put it on paper. In this stage-don’t restrict yourself, write everything down that comes to mind. Once you’re out of ideas, then start to group ideas together and narrow it down into concrete actionable steps to help you plan your daily activities.
If you’re feeling stuck-here are some possibilities to get your brain thinking. For more step by step, check out the New Construction Marketing Academy.
1. Are you keeping in touch with your past clients? Create a list of every single person who bought from you in the past and reach out to them. The idea here is to continue building a relationship with them so that when they think about buying new construction or someone they know is talking about buying new construction-you are the first person they think of and recommend.
2. Your family and friends need to be on your list as well. They should be your number one support system and should be able to produce referrals for you.
3. Lost prospects from previous communities. Couldn’t close them before? Now may be your chance.
Your goal is to continue to build a relationship with all of these people, not sell them. Keep them posted on where you are now and tell them about your new community. You should have an attitude of service and come from a place of give, give, give. You want them know about you and what you’re doing so that it’s easy for them to buy from you when they’re ready or refer someone to you.
4. Blogging. What’s great about blogging is that you put in the work once and continue to see dividends from it for months and years to come. Your blog will continue to generate traffic for your website based on the keywords you use. So step into your customer’s shoes and think about the words they’re using to search for a new home or topics they’re researching when looking for a home or an area that they’re interested in. Here are some potential topics for your blogs:
- Strategy for buying a new home
- Cost of owning a new home vs. used home
- Environment concerns of an older home vs healthy, happy new home
- 10 Best restaurants in the town you’re selling
- Top 10 Things to do in the town you’re selling
- School system overview
- Best places to shop, get a manicure, whatever…….
The idea is to use as many keywords related to your community as possible, so when someone is doing a search they come across your blog and your community. Don’t have the time to blog-outsource it, but make sure it’s a part of your strategy. It’s free and you’ll see dividends from it for years to come.
5. Social media. Create engaging posts that you can share on your community’s social media as well as your own social media accounts daily or at least a few times a week. Be conscious of the type of material you’re sharing-you want to be cognizant of what’s native to that platform. Facebook loves live video-do a live video about the progress of construction in your community. Not comfortable going on camera? Turn pictures into video with easy to read captions. Make sure to include links to social media in all of your emails to get the word out.
You want to approach prospecting from so many different angles that your prospects see you everywhere they go. You want people to know about you and your community and that means you need to be aggressive about getting your message out there so that your prospects are exposed to multiple contacts with you before they ever step a foot into your model. Remember you are the only one responsible for your success, so put in the daily work to ensure you have a solid pipeline of prospects coming your way. For a step by step check out the New Construction Marketing Academy.
Want to ensure your next open house is a success? Follow this checklist to nail your next open house.