Is it true that sales calls and email newsletters remain as the tried and tested prospecting methods for sales pitches?
For any real estate agent, this may have held true probably ten to fifteen years ago, but with today’s technological age, the latest statistics show that only two percent of sales calls and email newsletters lead to actual appointments. Why?
Clients today are not answering their phones just like they once did. This results in ineffectiveness, and even if a real estate agent gets ahold of a client and manages to turn the call into a lead, cold calling remains an inefficient way to make sales.
Clients all have the technology to block any calls and emails. The Better Business Bureau has given them the opportunity to report unsolicited calls and emails through “do not call list,” and thousands of emails have already been blocked by anti-spamming software.
If you think about it, it is not inevitable to get a two percent success rate out of sales calls and email newsletters as for one, you probably got the client’s name and number from a specific list, and even if you avoid sounding like any other telemarketer, the fact remains that you do not know your clients, and they are not expecting you to call them. All the efforts and the time spent are put to waste because of the strategies and technologies consumers put into sales resistance.
If you think of the number game, however, two percent is still a quantitative number. There are numerous ways to grow this number. Here are tips on how to turn cold calling and email newsletters into a higher success rate:
Use a sales script
Make sure that you stick to the sales scripts provided by your company. Why? Because clients these days are very keen with each word used in sales. For instance, “discounted price” is much more appealing to the client rather than you using “low price.” “Refurbished” may sound intimidating compared to “newly renovated property.”
Call at the right time
Consumers have answered endless surveys, and for them, the best time for a call is between 4:00 to 5:00 PM and 8:00 to 10:00 AM.
Never pitch prematurely
Make sure that when you do sales calls, you first understand what your clients want before you give them the details or begin your pitch.
Capture your client’s attention
Yes, it is important for your clients to hear you speak, but make sure that they hear you well and that they pay attention. Make your sales pitch short but very informative and alluring to hear. If you do not know how, there are thousands of self-help videos and other types of training available for free online.
Make your newsletter template eye-catching
The only way for your newsletter to be read by clients is to spend time making it look appealing and never use words like “sales” or “discount” because emails providers will simply dump your newsletters in their “spam emails.”
Before attempting sales calls or newsletters, make sure that you spend ample time researching how to make them a success’ otherwise, all your efforts will go to waste.
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