The year was 1992 and Rick Storlie of New Home Sales Coach, a firm that specializes helping home builders and remodelers reach their sales goals, was just beginning his new home sales career.
"I could count my technology tools on 1 hand," Storlie recently commented. "I had a bag phone with two different service providers so I could avoid roaming charges, a fax/answer machine and 8 floppy disks for my off the shelf version of ACT!."
Needless to say, things have changed a bit. With all of the tools available to builders today it's difficult to cut through the clutter and figure out what can really help vs. waste a builder's time. Over the last 3 years Storlie has been vigorously testing and measuring the effectiveness of today's technology tools.
Here are his 3 top tips to converting new home and remodeling phone and/or email leads to onsite prospects:
Tip #1- Use Email to Engage
Traditional new home sales training or remodeling sales training skips one of the most important tech tools builders use every day, email. "Builders and their salespeople have never been trained how to properly use email to engage email and phone leads," said Storlie. "I see mistakes in subject lines, content, call-to-actions and too much copy."
Storlie has compiled a list of the top 10 Do's and Don'ts when using email he'll be discussing at the May 24th webinar.
Tip #2- Determine viability over the Phone
The vast majority of new home and remodeling leads are using the internet for their preliminary research. It's more common today to talk to them over the phone before meeting them in person. "It's an art form today to get phone time with leads and prospects. I've seen some of my clients make 30+ calls in order to talk to 10 leads," Storlie said.
Storlie will be revealing the 2 tech tools he uses to schedule phone calls with leads along with a 2 page checklist of the 7 critical areas every builder needs to know before they meet with a prospect.
Tip #3- Give them just enough to get 'em onsite
Many larger regional and public home builders employ an online concierge- a person who's only goal is to convert online and phone leads to onsite meetings. Many of these same builders can source 40% or more of their sales from these leads.
Storlie has been studying the techniques of these online concierge and developed a very simple process smaller design/build builders can copy and use for themselves.
On May 24th, 2012 Storlie will be sharing all these ideas and many more in a webinar. More information is below.
Tablets, Texting and Telephones: 3 Simple Technology Tips for Streamlining the New Home and Remodeling Sales Process
When: Thursday May 24th at 11 PST, 12 MST, 1 CST, 2 EST
Cost: $0 but limited to 100 attendees
Storlie has created a sales and marketing Scorecard that will tell any home builder or remodeler how well they're tapping into today's market. The Scorecard takes 2 minutes, builders will get an immediate score and see how they compare to their builder peers. Home builders can get their Scorecard by clicking here. Remodelers can get their Scorecard by clicking here.
About Rick Storlie: Rick Storlie of New Home Sales Coach has been helping home builders and remodelers reach their sales goals since 1992. Visit NHSalesCoach.com to access Rick's free Sales and Marketing Tutorial Library full of tips from generating new leads, Realtor strategies, sales techniques and sales management secrets. Storlie can be reached at 952-895-5566 or Solutions(at)NHSalesCoach(dot)com.
Read the full story at http://www.prweb.com/releases/2012/5/prweb9530898.htm
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