How to Increase Lead Conversion by Stretching Out the First Call
Lead conversion is one of the most important aspects of running a successful business. After all, without leads, you wouldn't have any customers!
The first call is often the most important part of the lead conversion process; it's your chance to make a good impression and turn a prospect into a paying customer. So, how can you increase lead conversion by stretching out the first call?
Focus on confirming the appointment and frame all additional questions.
Client vs Customer
The Brush Off
Before we move on to the tips, let's address one common response when talking to a lead for the first time: the brush-off. You know, when they say things like "I'm not interested" or "I don't have time for this."
These responses are totally normal! In fact, research shows that 60% of customers say ‘no’ four times before they say ‘yes’ to a purchase. The key is to not take it personally and to keep pushing forward. Remember, you only need that one ‘yes’ to make a sale.
There are a few objections you'll likely encounter when talking to a lead for the first time. These include:
- I don't have time
- This isn't a good time
- I'm not interested
- I need to think about it
The best way to deal with these objections is to acknowledge them and then move on. For example, you might say something like:
"I completely understand that you're busy! Can we schedule a time for a brief call later this week?"
By acknowledging their objection, you're diffusing the situation and opening up the possibility for further conversation.
Objection: They committed to another agent:
Objectives of the Brush off Prospect
As real estate professionals, we know that the first call is important. It's our chance to make a good impression and start building a relationship with the lead. However, oftentimes we get brush-offs and objections from potential customers.
Leads might give you the brush-off for two main reasons: disengagement and discouragement.
When a lead is disengaged, they aren't interested in what you're saying and they want to end the conversation. They simply want to get you off the phone so they can go about their day.
Leads may also try to discourage you as an agent and to make you believe that they're not interested in working with you to prevent you from calling them back.
Brush off Objections
When you're talking to a lead, it's important to sound confident and helpful. Below are the common objections of leads who try to brush you off:
- “I'm just looking / not ready for a Realtor … "
- “Working with another agent … "
- “I'm busy and can't talk … "
- “I just like to look on my own … "
- “I'm not ready for a real estate agent … "
- “I'm not really looking to buy … "
- “I'm just curious … "
- “I'm looking for a friend … "
The goal is to sound helpful without being pushy. You want to come across as an expert in your field who can help them solve their problem.
Overcome the Objections of the Brush Off Lead
When you're attempting to overcome the brush-off, it's important to sound confident and instructional without being bossy. You want to come across as an expert in your field who can help them solve their problem. See some examples below:
- "Please tell me … "
- "Share with me … "
- "Give me an idea … "
- "Please explain how … "
This may sound small, but it can make a big difference in the way you're lead perceives you.
The first call is important because it's our chance to make a good impression and start building a relationship with our leads. However, we often get brush-offs and objections from potential customers.
There are a few reasons why leads might give you the brush-off; they may be disengaged, trying to discourage you, or they might not be ready to work with an agent yet.
That's why it's important to learn how to stretch out the first call. By stretching out the first call, you increase lead conversion by giving yourself more time to build rapport and trust with the lead, increasing the chances that they'll work with you down the line.
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