Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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Are you looking for more appointments with buyer and seller prospects? Of course, you are, but what if your leads aren’t answering and don’t call you back? Are they ghosting you intentionally, or are they just busy with life? And how do you know when you’re calling too much, becoming a creepy stalker, versus being a competent salesperson?
The following 10 Proven Secrets will help you spend more time on appointments and less time chasing leads. It takes discipline and strategy to get your leads to respond. Follow these simple Secrets and get results starting today!
10 Proven Secrets to Get Prospects to Respond
- Answer Your Phone in the First Place!
- Answer your phone whenever possible to reduce follow-up calls. If you’re not with a client or prospect or at a family event, make it a priority to pick up. This immediate responsiveness can significantly improve your chances of connecting with prospects. Be there when they have questions, need your help, or want to schedule an appointment.
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- Practice Furiously Fast Lead Follow-Up
- If you must call back, strive to do so within a few minutes. Furiously fast lead follow-up shows you’re available, professional, and here to be of service. Answer questions at the time they’re being asked, and you’ll find you’re setting more appointments and spending less time chasing down leads.
- Stop being weird about ‘bothering them’! Jeb Blount, author of ‘Fanatical Prospecting,’ says: “Interrupting your prospect’s day is a fundamental building block of robust sales pipelines. If you don’t interrupt relentlessly, your pipeline will be anemic.”
- Use Their Preferred Method of Communication, Not Yours
- Everyone has a preferred method of communication, whether it’s text messaging, email, Facebook Messenger, or LinkedIn messaging. It’s crucial to use the technique that the prospect prefers. To get a response, communicate in a way that the prospect is comfortable with. According to a recent survey by Twilio, the preferences are as follows:
- Personal Calls: 40% of people prefer phone calls for direct communication.
- Email: 30% prefer email for professional and detailed communication.
- Text Messaging: 20% prefer text messages for quick and convenient communication.
- Facebook Messenger: 5% use Facebook Messenger for personal and business communication.
- WhatsApp: 3% prefer WhatsApp for international and secure communication.
- LinkedIn Messages: 2% use LinkedIn for professional networking and communication.
- SMS or Chat Apps: 60% of people prefer SMS or chat apps for fast and efficient communication.
- If you’re posting a lot of content on YouTube, check your comments and respond!
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- Switch Up Your Contact Attempt Times
- Avoid the habit of reaching out at the same time every day. Change the time and day when you try to contact someone. According to industry research by HubSpot, the best times to reach someone are:
- Best Days to Call: Wednesday and Thursday are the most effective days for making contact.
- Best Times to Call: The best times to reach someone are between 4 PM and 6 PM, followed by 8 AM to 10 AM.
- Best Times to Text: Text messages sent between 3 and 4 PM have the highest response rates.
- Changing your routine to these optimal times can increase your chances of getting a response.
- Offer Something of Value
- Prospects expect to receive something of value. Always have something valuable to offer, such as a free market analysis, hot new listings that meet their criteria, information on a low-interest mortgage, or a new construction model home you’d like to tour with them. The more customized to the prospect, the more effective it will be. Give them what they want. Make them ‘dying to call you back’!
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- Let Them Know When You’ll Follow Up
- When you call or email a prospect, let them know exactly when you’ll follow up and stick to it. This shows that you’re a planner, reliable, and transparent. However, if someone is intent on ignoring you, they’re unlikely to become a buyer anyway.
- Make a Personal Connection
- Prospects prefer working with people who make them comfortable. Personalized communication often performs better. This is where social media can help. Spend 10 minutes reviewing their social media so you can get to know them a bit better. If all of their posts are about their kids, they’re probably motivated by a smooth transition with their move, perhaps more space, and a better backyard. If they’re posting only about how stressed out they are, you might communicate differently as well. Know your audience and adjust accordingly.
- Use Humor
- Using humor can be a great way to make a prospect more willing to respond, provided it’s done effectively. Whether it’s a playful twist in your emails or a bit of comedy in your calls, humor can differentiate you from other salespeople. Remember, humor should be harmless or self-deprecating—never make fun of the prospect.
- Sample of Using Humor in Follow-Up Calls: When following up with a prospect, you might say something like, “Hi [Prospect’s Name], it’s [Your Name] again. I promise I’m not stalking you; I’m just ensuring you know I’m here to [answer their questions/schedule an appointment/etc.]. If you’re just super swamped, I understand. Send me a quick emoji so I know you’re okay!”
- Mix it Up
- When all else fails, take some risks. This could mean making an unannounced visit, sending a handwritten note with a gift, or trying something dramatic in an email or call. The worst thing you can do is not make every effort to get your prospect’s attention, especially if they are a perfect fit for your business. Always stay respectful and within legal boundaries.
- Know the Average Number of Contacts It Takes. Don’t Give Up So Fast!
- It often takes multiple contacts to get a response from a prospect. According to research by InsideSales.com, it takes an average of 8 contact attempts to reach a prospect. Understanding this can help set realistic expectations and encourage persistence. Be prepared to follow up consistently while varying your approach to increase the likelihood of making a connection.
If, after following all 10 strategies, you STILL don’t have a response, it’s time to say ‘NEXT!’ Your prospect simply doesn’t need your help at this time. You probably need to make more attempted contacts AND have more people TO contact. Two things can be true at once!
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