4 steps how to respond to an enquiry
It is important to keep your leads close to you. You need to show them that you are working hard for them to find them the perfect property suitable for their needs. After all, an enquiry is what will generate your commission.
In an age where we have technology at our fingertips enabling us to communicate instantly, there really is no excuse not to respond to an enquiry immediately. This is regardless as to how they got in contact with you. If you are busy in a meeting or with another enquiry, it will take you less than one minute to respond by phone or email with a holding response explaining that you cannot speak now but you will be able to in an hour, for example. This will assure your enquiry that you are aware of them and their needs, so that they will not consider going elsewhere.
Where you can, avoid replying by email as the first form of communication should they have provided their phone number. You may be shocked to hear how many Dot Property’s clients ignore the chance to speak to a prospect and send an email to get lost in their inbox instead. Typing an email is slow. By the time it has been written a competitor could have called them in the meantime. A telephone call is a great way to gather as much information as possible and to determine what is the best form of communication for them. Some people rarely check emails and only use WhatsApp or Skype, so ask them what works best for them to ensure that you can get a quick response from them when you need to get in contact.
It is easy to assume that you think you know what your lead is looking for. After all you are the property expert. However you can easily waste their and your time should you not have this right. So get as much information as you can from them. Be prepared to ask questions that could in turn lead to other questions. Remember everyone will have different criteria depending on their personal situation. It is likely that you will need to guide them and make sure that they are realistic with their wish list. You will be able to achieve this by asking that they list their priorities.
No news is not necessarily good news. It is important to keep up dialogue with your lead in case their requirements have changed. It will also show them that you are bring proactive and gives you the chance to explain any changes in the market. This will help build your relationship too. A good salesperson is not necessarily someone who does the hard sale, but someone who listens and has a connection with their enquiry.
Virginia Ewart-James Having worked in the property world for over a decade in London and Bangkok, Virginia is now the editor at Dot Property. Contributing to both print and online, she would love to hear all your news, views, press releases and comments via virginia@dotpropertygroup.com
Source: https://www.dotproperty-kh.com/en/blog/4-steps-how-to-respond-to-an-enquiry
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