Giving up too easily can be the downfall of many real estate agents (as well as individuals in other types of sales). No one likes rejection. Hearing “no,” “not yet,” and “not now” is never pleasant. But a “no” can sometimes turn into a “yes” and a “not now” can sometimes mean “later on.” Likewise, a prospect who seems a bit hesitant may just need more time, more information, or a little more encouragement.
According to Realty Times, approximately 92 percent of people in sales give up on a prospect after trying to seal the deal one to four times. Now, that statistic might not sound too worrisome. After all, four attempts does sound reasonable. The problem is, however, that some studies demonstrate that over 60 percent of sales are closed AFTER four attempts have been made. This means 60 percent of prospects say yes on attempt number five or so, but most salespeople just don’t hang around long enough to get to the desired answer.
Even more concerning is the fact that many in sales of all types, including real estate, never even get as far as hearing four “no’s.” Almost 45 percent of people in sales give up after hearing no just one time. This means they walk away and leave money on the table that might have been theirs had they been persistent. Another 22 percent of people in sales give up after being told no twice. Far fewer ever make a third attempt. Only about 14 percent make it that far before giving up. Finally, about 12 percent hit resistance four times before they consider it a done deal.
There’s an important lesson to be learned from the fact that 60 percent of prospects say yes AFTER four attempts. The most important is that sales goes hand and hand with rejection. You can’t expect to hear yes at every attempt, and you’ll miss out on sales if you let rejection get you down. Instead, consider why the prospect might have said no. Maybe it’s bad timing and he’s just not ready yet, maybe he needs additional details in order to make a sound decision, maybe he’s unsure about the terms. No matter what the reason, 60 percent of the time, hanging in there will pay off. By refusing to give up too soon, you can be right there when a prospect does decide he’s ready to say yes.
Discover how REVStaffing can dramatically boost your productivity. Take the next step towards better organization and increased exposure for your residential or commercial business by sending us an email, or give us a call for a free needs analysis.
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A professional Internet presence is key to attracting potential customers. However, there is a good deal of competition on the Internet, and you’ll need a website that stands out to get prospects to take an interest in you. To have the best chance for success, you’ll need a content-rich, aesthetically pleasing, easy-to-navigate website. Here are the primary elements of a successful business website:
Easy Navigation
Easy navigation is one of the key elements of a successful business website. A confusing, difficult-to-navigate website will only drive customers away from your business instead of attracting them and encouraging them to return. Make sure all navigational buttons are clearly marked and that vital information is available on multiple pages. It is beneficial to add navigational elements, such as a search box and a categories button, to your website. Before you take the website live, check to make sure every link works properly.
Quality Content
Another element to pay attention to is the content on your website. Ensure that all the written content on your business website is high quality, easy to understand, relevant and of value to your visitors. Potential customers should be able to identify what your service is quickly, as vague or confusing information will drive visitors away. Update your content frequently to give visitors a reason to return to your site and share your content with others.
Contact Details
Make your contact information easy to find and understand. Prominently display your telephone and fax numbers, e-mail address, and mailing address. If a customer wants to ask a question, air a concern, or place an order, he or she won’t want to hunt around for your contact details. Websites that do not provide prominent contact details often appear unprofessional or amateurish. Even worse, potential customers may get frustrated and go elsewhere to have their needs fulfilled.
Call to Action
Your website’s purpose goes beyond just providing information for your prospects. You want them to do something–to take a particular action. Do not assume that your visitors know the next step or that they will take it based on the content you have provided. Use well-crafted calls to action to encourage your visitors to take the action you want, whether that is requesting more information, completing an online form, setting an appointment or signing up for your newsletter.
Let our REVStaffing virtual assistants give your business the lift it needs for success in 2012! Discover today how we dramatically boost our clients’ productivity. Take your next step towards better organization of your residential or commercial business by sending us an email, or give us a call for a free needs analysis.
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