We know customers are prepared to pursue their search for a new home – even when they can not visit, see and feel the home in reality. So adopting digital ways to engage with customers is exciting.
Many salespeople genuinely believe that a customer will not buy a home unless they have seen. We have seen though that customers are happy with video calls being part of their homebuying journey.
Using video calls with customers is a great way to connect, qualify and plan how best to spend time on your development when they visit. It is entirely possible to progress a lead, create a strong human connection and meet with more people who can buy from you. It is time-efficient for everyone and really productive.
This is a turning point when the sales day can be better planned. Although a busy sales office may create urgency, there are other ways to do this. The best way to give a customer the experience they truly deserve is to dedicate specific time to them. When gifted with the knowledge that this is a willing, able and potentially ready customer, conversion rates can be more assured.
Video is a great connection tool which conveys more meaning, greater rapport and human connection.
Here are some pointers for bringing video into your selling and build rapport with more customers:
- Use a video introduction to a new lead before you speak on the phone
- Try using a video call to walk a customer through one of your homes – you in the sales office or outside a home while the customer explores the property
- Use a video follow-up call to really appreciate and evaluate where your potential sale is up to
- A live negotiation – one that engages and helps you both to play the game. Negotiation behind a face covering is not our best advantage!
Video will never replace face to face meetings but it does trump email, text and messaging. Get your communication channels in order and become brilliant at looking the camera in the eye to accelerate how quickly you connect with your otherwise faceless leads.