5 reasons your salespeople are not selling & what to do about it
TRANSCRIPT
5 Reasons Your Salespeople Are Not Selling & What To Do About It JANUARY 19, 2016 || 10:00 – 11:00 AM
Presenter(s): Meredith Oliver, CSP, MIRM || Meredith Communications, Raleigh, NC
Jared Weggeland || Focus Homes, Lakeland, FL
Reason #1 Failure to Presell Online
Selling has not changed
#IBSVegas #5Reasons
Buyers have changed
#IBSVegas #5Reasons
90% Use the Internet to Search For New Homes
72% Begin Research with a Google Search
70% Make a Purchase as a Result of Being Connected Online
The Purpose of Your Website is to Presell Buyers
1. Compelling product and lifestyle photography
2. Detailed floor plan, inventory and community pages
3. Pervasive call-to-action graphics and language
Sales Driven Websites
#IBSVegas #5Reasons
You Need a System
Reason #2 Lack of Social Selling
Drive Traffic with Social Media
So, you've heard about social media, now what?
How can social media help you drive more traffic online and onsite?
#IBSVegas #5Reasons
Are You a Troll?
Have you ever wondered if your social media efforts
are doing anything?
Have you ever felt like social media “work” meant a lot
of “trolling”?
#IBSVegas #5Reasons
Start With Facebook
#IBSVegas #5Reasons
• Friend customers day one • “Live” the experience online • Let the magic happen
SIDE NOTE: 80 / 20 rule!
Facebook >>> Sales Process
#IBSVegas #5Reasons
Maximize ENR
l Customer l Lender l Realtor l Title Company l Personal Builder
Why does it work?
#IBSVegas #5Reasons
Friends of Friends of Friends …
Reason #3 Presentation Lacks Context
Context: Explains WHY Information Matters
Content Without Context Is Not Valuable or Relevant
So
Put This Content Into Context
“Our homes have an average HERS Score of 44.”
#IBSVegas #5Reasons
Put This Content Into Context
“Our two-story homes have a first floor master suite.”
#IBSVegas #5Reasons
Reason #4 Inconsistent Follow-Up
Get More 2nd Appointments With High-Touch Follow-Up
Get more registration info!
Rent? Own? Live with Family?
NEED to sell?
Single, with or without children?
How many living there?
Income range and buying power?
Age range and lifestyle needs?
Live now? New location?
When would they like to move?
122% Growth!
Now, Get Laser Focused!
#IBSVegas #5Reasons
Throwback Sales Centers
Reason #5 #TBS
What did you say?
#IBSVegas #5Reasons
10% Text or Audio Only
65% Text + Picture
The Picture Superiority Effect Memory Retention After 3 Days
The Science of Infographics, Randy Krum
“That is the cutest baby ever!”
Pictures
Visual Storytelling
Story
#IBSVegas #5Reasons
Tablet
Flat Screen Kiosk
Bridge Digital & Physical Experiences
Enhance the Experience
Educate & Provide Context
1
2
3
4
5
Failure to PreSell Online
Lack of Social Selling
Presentation Lacks Context
Inconsistent Follow-Up
#TBS Syndrome
Meredith Oliver Meredith Communications
866.227.9769 CreatingWOW.com
@MeredithCSP
Speaker Contacts: Jared Weggeland
Focus Homes
863.640.2246 FocusHomes.co
@NewHomesJared