Now what? That’s the next question Rainmakers ask after their offers grab consumers’ attention long enough to get them to hand over their contact info to you in exchange for a compelling offer. Leads are worthless unless they lead to appointments.
Like a baseball player who needs a trip to the plate to hit a home run – every Rainmaker must continue the conversation with the lead — keep them engaged, cultivate and incubate them – until the prospect drops out the end of your prospect pipeline into an appointment.
Once a Rainmaker has closed a listing presentation or buyer agreement, a Rainmaker closes almost every appointment they take – some even score 100% of the time. The more appointments (“trips to the plate”) you have, the more sellers and buyers you will close (“hit a home run”).
An interesting thing happens as prospects “age.” The competition drops out. Decades of sales research proves the longer a prospect is incubated the fewer competitors remain in the hunt. Why? Competitors focus all their attention on “today’s” leads – and tend to let the “old” leads fall through the cracks.
Rainmakers know this truth: follow-up forever until a prospect buys or dies.
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