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Project Admin Center - Creating Sales Processes for Prospect Follow-Up

Project Admin Center - Creating Sales Processes for Prospect Follow-Up

It’s hard to know where to start when creating a sales or follow-up process to engage home buyer prospects. Click on the link below for a guide that will give you the fundamentals, along with six sample workflows to get you started on the right track. Plus, you’ll find a worksheet to help you plan your own processes and fine-tune them along the way.

WHAT IS A SALES PROCESS?

A sales process, or workflow, is a series of follow-up actions within a time period designed to nurture
a lead to the next step of the sale funnel. A developer may have several workflows, each with a different goal:

  • Qualify a lead
  • Set up an appointment
  • Provide information
  • Schedule a return visit
  • Re-engage
  • Keep top-of-mind

WHY SET UP A PROCESS?

Developing a sales or follow-up process will help your team close more deals by:

  • Alerting them with predictable, consistent activities so leads aren’t forgotten
  • Taking the guesswork out of follow-up. It happens quickly and consistently
  • Positioning your sales agent as THE new home resource - knowledgeable,
    interested and approachable
  • Facilitating brand and messaging consistency
  • Targeting communication based on the prospect’s status and needs,
    instead of “seeing what sticks”
  • Educating prospects so that when they are ready to purchase, they look to
    your team as the experts
  • Re-engaging aged or inactive leads
  • Maintaining VIP interest through pre-sale or new development launch
  • Connecting with realtors

Please download the guide for details.