The Fortune Is In The Followup: How To Effectively Follow Up With Leads To Close More Deals
Ask anyone in real estate investing and they will tell you: getting leads is the easy part. What gets difficult, and what is the subject of so many internet blog posts and articles, is what to do after you get that lead. How do you follow up? When? What methods work? There are so many people out there spouting their opinions that it be hard to know who’s right.
We’re not here right now to answer all of those questions. However, we do want to try and address a problem that many real estate investors have, and that is the problem of not using all of the tools at your disposal.
Let’s answer a quick question: when it’s time to follow up on a lead, how do you actually do it? We’re guessing that most of you quickly answered “phone call” or “email” — but did you know there are so many other methods at your disposal? And what used to work in the past doesn’t always work now? If you aren’t using every communication tool available, then we might have already found one of your main problems with closing those leads.
So, what tools are out there, and how can they help you?
Of course, the granddaddy of them all — and still one of the most reliable — is the telephone. While phones might look different today, and have the advantage of being able to go everywhere, they still offer the same advantages as they did decades ago: the personal touch. Many people simply prefer to do business through a real-time conversation (if not in person) and the phone provides that comfort and security. In addition, because phones are mobile, this is a type of communication that can take place anywhere, any time.
The problem with phones? Not everyone likes them. There are many, many people out there who don’t like to answer the phone, and don’t even want to take the time to listen to that voice mail you just left. That means if you are relying on your phone to close the deal, there’s a whole lot of people you’ll never reach.
Once considered the new “it” form of communication, email has fallen out of favor among the younger generations. However, in business, email still is a great way to communicate, and one of the more popular options for following up on leads. And why not? People like email because it lets them review and respond on their own time, when they’re ready. Of course, you lack the quick, personalized conversations you get from phone calls, but you can still get the job done.
The problem? One of the main issues is how many emails get lost through spam filters and other digital mayhem. You might have sent email after email, with no way to know that your recipient never received a single one. Another issue is that often, people prefer not to respond right away — and then forget to respond. If you’re not sending follow-up emails, you might lose a lead or two because of this forgetfulness. But, you also run the risk of sending too many if you aren’t careful!
Direct “Snail” Mail
If you really want to go old-school, you can always use the US postal service to send a follow-up. Although, honestly, it’s not always a good idea. We’re not going to tell you that sending an actual, physical piece of mail is a waste of time, but you should know that most people these days see mail as nothing more than garbage-can filler. If you are going to send something through the mail, it’s important to make sure it’s personalized and stands out — otherwise it’s going to end up in a landfill somewhere.
If you have their phone number, chances are it’s a number to a mobile phone that accepts texts. Make sure you give them a heads-up that this is a way you might communicate (otherwise they might get angry and annoyed, or just confused as to who might be sending a message) and make sure your text begins by stating who you are — but if you do that, this can be an effective way to keep in touch with your potential leads. Most people appreciate the convenience and time-saving that texting allows. And, while it might not be as conversational as a phone call, texts tend to be more personal than email, and also happen quicker, in something more akin to real time.
Mix it Up
Of course, the best option is to use a combination of all of these. Call, mail, text — they can all be useful, but where one falls short another communication method can help fill in the gap and close the deal. And remember — most leads don’t close until well after the first follow-up, so stay strong until the end!