I know for many of you this might be old news but you would be surprised how many times I hear…”well I called them once” or “I sent them an email” when I speak to a management company about increasing their conversion rates.
*New account leads close in varying times, from 1 to 60 or 120 days. Leads are hot prospects that should be in your pipeline for today and the long term. You must communicate with your pipeline of qualified leads and respect that these are potential clients for life and over time this will lead to considerable revenue for you and your company.
1. Your account has an auto responder (automatic immediate email that goes to the person requesting you contact them) use it. List your phone number and tell them you will respond to them in 24hrs and do it by phone. Personalizing the first impression process really does help. Your establishing trust and accessibility which are important.
2. I encourage all of our clients to have a designated contact for our leads, typically an office manager or assistant. Generally property managers and brokers are too frequently in the field and unable to respond promptly.
3. Follow up in a professional manner and with consistency it is ok to follow up every day or every other day until they tell you concretely what their plan is.
4. Try and commit to an in person meeting at the property ASAP.
5. Ask great questions i.e.: What are you looking for in a management company? Have you had issues in the past? How do you envision the ideal relationship between yourself and a property management company?
6. Place the email address from each lead in a distribution list and start an email marketing campaign to these hot prospects?.
7. If you are inclined use the mailing address for a quarterly direct mail campaign.
8. If you’ve determined your client is shopping for “down the road” stay “top of mind” i.e. #6 and #7.
9. The bottom line is your account with us is taking the finding of new customers out of your workload and it is important to become efficient at handling the new opportunities that appear in your email inbox.
10. Make it a great day and if your unsure about any of this….contact us!
