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- đĄ No More Ghosting! 10 Secrets to Get Prospects to Call You Back!
đĄ No More Ghosting! 10 Secrets to Get Prospects to Call You Back!
Are you looking for more appointments with buyer and seller prospects?
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Good morning agents. âď¸ Are you looking for more appointments with buyer and seller prospects? Of course, you are, but what if your leads arenât answering and donât call you back? Are they ghosting you intentionally, or are they just busy with life? And how do you know when youâre 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! đĄđ°
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IN PARTNERSHIP WITH MONEY
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NO MORE GHOSTING! 10 SECRETS TO GET PROSPECTS TO CALL YOU BACK!
1ď¸âŁ Answer Your Phone in the First Place!
â 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.
2ď¸âŁ Practice Furiously Fast Lead Follow-Up
â 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.
â Stop being weird about âbothering themâ! Jeb Blount, author of âFanatical Prospecting,â says: âInterrupting your prospect's day is a fundamental building block of robust sales pipelines. If you don't interrupt relentlessly, your pipeline will be anemic.â
3ď¸âŁ Use Their Preferred Method of Communication, Not Yours
â Everyone has a preferred method of communication, whether itâs 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 youâre posting a lot of content on YouTube, check your comments and respond!
4ď¸âŁ Switch Up Your Contact Attempt Times
â 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.
5ď¸âŁ Offer Something of Value
â 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 youâd like to tour with them. The more customized to the prospect, the more effective it will be. Give them what they want. Make them âdying to call you backâ!
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harrisâs favorite PROBATE LEAD PROVIDER? Simple, ALL THE LEADS
6ď¸âŁ Let Them Know When Youâll Follow Up
â When you call or email a prospect, let them know exactly when youâll follow up and stick to it. This shows that youâre a planner, reliable, and transparent. However, if someone is intent on ignoring you, theyâre unlikely to become a buyer anyway.
7ď¸âŁ Make a Personal Connection
â 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, theyâre probably motivated by a smooth transition with their move, perhaps more space, and a better backyard. If theyâre posting only about how stressed out they are, you might communicate differently as well. Know your audience and adjust accordingly.
8ď¸âŁ Use Humor
â Using humor can be a great way to make a prospect more willing to respond, provided itâs done effectively. Whether itâs 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-deprecatingânever make fun of the prospect.
â 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 Iâm not stalking you; Iâm just ensuring you know Iâm here to [answer their questions/schedule an appointment/etc.]. If youâre just super swamped, I understand. Send me a quick emoji so I know youâre okay!â
9ď¸âŁ Mix it Up
â 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 prospectâs attention, especially if they are a perfect fit for your business. Always stay respectful and within legal boundaries.
đ Know the Average Number of Contacts It Takes. Donât Give Up So Fast!
â 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.
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đ FINAL THOUGHTS
If, after following all 10 strategies, you STILL donât have a response, itâs time to say âNEXT!â Your prospect simply doesnât 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!
TAKE ACTION TODAY
Join our Premier Coaching for free, and get daily coaching sessions, expert scripts, and the strategies you need to tackle prospecting head-on. Sign up at https://premiercoaching.com.
And if youâre ready to take that next big step, consider joining the EXP Realty team. Visit https://whylibertas.com/harris or text Tim directly at 512-758-0206.
AND THAT'S A WRAP!
Thanks for the support,
Tim & Julie Harris
Harris Real Estate Daily
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