The Builder1440 Blog

In today’s market, selling homes requires more time and dedication compared to previous years. Staying in touch and remaining top-of-mind with prospective buyers throughout the entire sales process is the key differentiator between losing a buyer and selling a home. Read our important tips below to find out more about creating effective follow-up.

1) Develop a strategic plan and remain consistent

Effective follow-up is not random. In order to be successful, follow-up needs to be developed into a plan of action and implemented on a consistent basis. Consequently, follow-up plans should become a top priority for management as well as a structured requirement for sales team members. Follow-up has the potential to make a difference if an established structure is in place.

2) Ensure your follow-up plans are adaptive

Every potentially buyer is different, and as a result, every follow-up plan should have the ability to reflect each prospect’s individual characteristics. Any follow-up is better than no follow-up, but being able to define and target a follow-up plan for a prospect at any stage of the sales cycle will prove more effective at building and nurturing a relationship.

3) Streamline your follow-up efforts

Developing a follow-up plan is essential, but executing the follow-up plan is necessary in order for it to be effective. However, remembering where each prospect is in the sales cycle and which type of follow-up they should receive can be a daunting task. As a result, utilizing a customer relationship management (CRM) tool with follow-up reminders for phone calls and letters along with automated email follow-up can not only make your life easier but also increase sales rates.

4) Utilize different channels for multi-touch follow-up

Dynamic follow-up is crucial for staying in touch with prospects over a period of time. As a result, effective follow-up requires communicating with prospects via a multi-channel approach including phone calls, emails, letters and direct mail. To make even more of an impact, each form of follow-up should have the ability to be personalized. The more diverse a follow-up campaign, the more likely a prospect will choose you over the competition!