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Normally there are 96% of people who remain in the consideration stage . What happens to them? We must be aware that our potential client is very susceptible since they are the closing objective of many other options.
We must know if this person fits into our client profile. For this, profiling will be very important since it will help us obtain key information. During this process, he will be receiving information from us, such as costs, data about the project, special promotions, etc. The objective of this is to send him content that is really useful and interesting, since if we achieve that, he will provide us with information such as what type of house he is looking for, what his income is, if he wants to buy in the short or long term, and in this way We will know what type of content we will have to send you to get closer to the sale.
What is the difference between a client who comes to see the property with the intention of buying and another prospect whom we have to visit to offer the product? What happens with the first is that they show interest, because they know they need it, we know that making a prospect come to an appointment is not easy, so if they visited the development it is Telegram Number Data because there is something that motivated them, so you just have to follow up. in the best way without making him feel harassed, because we will end up annoying him and he may even lose interest; On the other hand, the second perhaps does not need it yet or is not aware of it and has a passive attitude waiting to be sold without making any effort and many times we want to focus on the entire list of people who arrive without giving priority to the people who really are interested, what happens is that sometimes because you have so much information, at the end of the day you don't know what happened to the database, or there simply came a point where the follow-up was stopped and in the end this affects the goal. of sales because there is no progress going anywhere.
It has happened to all of us at some point that a prospect arrives with the best disposition to buy and when we feel that he is finally going to buy, for some reason or another he decides that it is not the time and that he has to think about it, at that moment we feel that everything The effort we made was not worth the time we dedicated to it, but those prospects who are close to closing, if they really have the need, will return, but that does not mean we should trust ourselves and make things happen by themselves because that is not is going to happen, in our experience we have identified that it is important to have a CRM, because if we have a large database and we do not want to lose it, we can do sales automation, where all the information we obtain will be saved, which helps us to have the most updated data and we will have a history of how we have been progressing with him and if at the moment he is not interested in buying, he will continue to receive information and he will only be able to become aware if he already has a purchasing need, since people buy because they have or feel the need to do so and it will be created from the content that we are sending them.
If you want as a seller to awaken your prospect's attitude as a buyer, you should try to understand him, make him feel that you are really helping him and you are going to get him the best offer on the market and you should never try to force the sale, make him see you as an advisor that will give you the best alternatives to give you a solution, because if in the end you manage to close a sale you must keep in mind that if your client is satisfied, they will be able to give you good references with other potential buyers.
I invite you to download the following Ebook where you will find more strategies that can help you in your sales process, I appreciate your time.
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发表于 2023-11-29 13:17:30