A man walks into Best Buy and is immediately greeted at the door, “How are you doing today, sir?”
He replies, “I’m good,” and keeps on walking.
A second sales representative approaches and asks, “How are you doing today, sir?”
The man replies again, “I’m good, thanks. I’m fine!” He continues his browse of the electronics.
Another representative approaches and asks, “What can I help you find today?”
This time he asks, “Where is the computer section?”
The salesperson appropriately directs him.
A fourth salesperson approaches, “What can I help you find?”
“I’m looking for the Toshiba laptops.”
A fifth rep approaches the man while he is scrutinizing and analyzing his product and asks if there are any questions about the laptop he is considering.
As you can see, this man who has been walking through the store, he is poised to purchase, but not until he has inspected his product and feels he is absolutely ready. If the Best Buy team doesn’t continue to ask him over and over at varying stages and intervals, “Hey, what can we do for you?” then the customer is just going to wander off and find his own way to get the something that he wants. Persistence pays off. We keep asking, “What would you like to see? When would you like to see it? How would you like to see it? Today? Great!”By this time, the decision has already been made, “Nope, I’ll take this one!”
Just because the buyer isn’t immediately forthright and direct with all of his needs with the first person who has approached him, doesn’t necessarily means he isn’t interested in a purchase, he is merely studying, searching, thinking, possibly perusing other options and taking his time in order to make the right purchase for his needs.
This directly translates to sales in real estate: Don’t get nervous when people don’t camp out at first stop on your website.
Let them “comparison shop” until they see something they like. Consistency in emails, consistency in drips is what helps us be successful. Some people have registered as far back as 2012 on our website only to take their time and have only just made a purchase this very month. If we hadn’t continued to ask them how we could help them with their real estate search and their particular needs, we wouldn’t have seen the sales purchase today!