Every sale starts with a question.
06.08.15 | Posted In:
There’s an old adage in sales: You’ve got two ears and one mouth, so you should spend twice as much time listening as you do talking.
This principle has guided successful professionals for generations, and there are now several sales systems that are grounded in the art and science of listening to prospects. Smart professionals understand that the stereotype of the fast-talking salesperson is long dead — if he ever really existed. Listening helps qualify prospects and provide better service.
And the best way to get people talking is to ask questions.
So how does this apply to selling homes; specifically, getting new listings? In traditional sales roles, you can engage and qualify dozens potential of prospects through cold calls and other channels. This just isn’t possible when hunting for new listings — calling every homeowner in your market and asking if they are thinking of selling their property could be seen as unprofessional, and, more importantly, who has time for that?
But the fact remains that this one question is the foundation upon which any productive conversation is built. It’s the ultimate qualifier — you can either continue with more questions or move on.
Fortunately, digital marketing allows agents to ask local prospects important questions in a way that is both non-intrusive and beneficial to their personal brands.
Prospective sellers can be targeted by location, income level, age, and a whole slew of other factors; it’s up to the agent to decide which matter most to his or her business. Then, agents can show these prospects advertisements as they browse the web, or engage with friends or family on social media.
These ads can feature questions like, “Thinking of selling your home? Find out how much it’s worth,” or, simply, “What’s your home’s value?” Interested homeowners can then submit their address and other details to find out, and – voila! – the real estate professional behind the ad will have instantly added a new top-notch prospect to his or her database.
Best of all, the prospect has answered that fundamental question before you reach out.
Sound complicated? It isn’t.
LeadsToday can handle all of the tricky technical details for you, including setting up custom landing pages, capturing prospect contact information, and showing local homeowners your ads when they’re online.
All you have to do is contact the prospective leads that are delivered to you. And since the conversation has begun with a question, you can be sure that you’re staying true to the number one law of sales.
If you’d like to learn more, just attend one of our webinars. We can show you how it’s never been easier to ask the right people the right questions at the right time – and grow your business with less effort.