Do’s and don’ts in finding potential customers

We all know that finding potential customers is the lifeblood of a salesperson, especially those working in the real estate brokerage field. There are many people who want to know how salespeople like them can avoid wasting time while searching.

Some of them feel like they don’t have enough qualified leads, or some of them have trouble finding the motivation to stay on task. This greatly affects results and revenue, moreover, many individuals have decided to quit their jobs and have no intention of returning.

In this article, we offer some advice on what to do and what not to do when prospecting, which may be helpful to those of you who are stuck. We invite you to read.

Things not to do while prospecting

Don’t start with your products or abilities

The introduction should focus on the prospect’s needs. Only then can the broker begin to present its services as a solution to their needs and pain points.

Customer needs are crucial to deciding whether your service matches their expectations or not. This helps you attract the attention of customers, because you have exploited the issues that they care about, especially they feel the time spent with you is valuable.

Don’t focus on results

Prospecting is filled with rejection due to things beyond your control. Quality products are no longer the only factor contributing to high customer satisfaction because customer experience will be priced in the future. Don’t treat your customers like a task to be completed at the end of the day, see them as friends and provide them with personalized services: – Call customers by name: A study has shown that human brain activity increases when they hear their name. This means, addressing customers by their first name will bring a close atmosphere that makes customers feel appreciated. – Stay polite when dealing: Whether they are new or old customers, tracking transaction history and making appropriate suggestions is a good thing to do.

And finally, let’s focus on behavior, this way we can control customer objections before they make the final decision.

Don’t put all your eggs in one basket

In fact, there are many brokers who only work on one or two channels. Business investment is not a simple matter and only revolves around a small circle as you think. To get quality customers, we not only invest time and money but also invest in each person’s business thinking.  Diversifying channels helps you have more opportunities to reach more potential customers For example, billionaire in the stock investment industry, Warren Buffett is a person with a very sharp business mind and takes advantage of lightning opportunities. As the author of the above book is also a businessman, he invests in a little bit of each industry. When this industry faces difficulties, it can take capital from another industry to support. Therefore, widely distributing your approaches to potential customers helps you have more opportunities.

Don’t be like everyone else

Many salespeople, when they finally get a decision over the phone, are unable to make the distinction or make the first impression to continue the conversation. Some ask manipulative questions like, “Do you want to improve your efficiency and productivity?” Leading questions like these won’t get you anywhere except getting the call off quickly. Once you have determined your target image, you need to look for what makes you different from those who are already successful in that field. Similar to the process of a brand using a product’s distinctive characteristics to create an advantage over other products in the market. This time, you must define exactly what your unique trait is and find a way to convey your personal interests along with the skills to develop it. Therefore, if you are absent on social channels, your personal brand will hardly be known. There are many options for you in this step including creating your own website, posting on Facebook, Instagram or recording videos on YouTube and most recently Tiktok.

Building a strong personal brand involves building a loyal and engaged audience. Here are some ways to achieve this: Start networking: Join groups or events related to the field you pursue. It could be trade shows and leadership talks to fundraising events and arts programs as long as it’s related to what you do. Content creation: Continuously create engaging content. And make sure it’s relevant and valuable to your audience so they stay tuned.

Decreased lead value because of a failed first call

It can cost you a few points if your initial outreach fails when you proactively contact your target customers. Some brokers conduct cold calling, where the success rate is based on the proportion of phone calls and appointments made during a specific time period. However, the key here is to measure call quality, based on lead engagement and positioning for follow-up dialogue, even if fewer appointments are scheduled.

Things to do when finding potential customers

1. Take advantage of your account planning process

Specifically, use the process to understand two things about each targeted account: – What is relevant to that customer? What’s happening internally and within the industry? – What messages could you put together that would fit those elements? This information will give you a roadmap on how to prepare for your prospecting calls.

2. Focus your market

Think about where you are strong and work to build market share there with solid customers and opportunities.

3. Focus on what’s profitable

Plan to spend more time selling products and services that will generate better profits.

4. Develop multiple operational channels

to find leads (channels where you actively contact, not potential customers).

5. Change your attitude

Search is an activity of elimination. Get to ‘no’ faster so you can keep your leads flooded with quality opportunities.

6. How to convey the message

Make sure your initial message moves you forward, not backward.

7. Track results

You need to know your formula for success and track it daily to learn, adjust and stay on track.

8. Schedule time

Find your potential customers, especially when you’re busy.

9. Realize that even when you hear “no”

You still gain valuable insights that can help you refine your approach. Think of cool calling as informal market research. It’s an effective way to find out who your best prospects are and how they think. Listen to what people say and do it.

10. Be concise

It’s hard to get someone to pick up your call and listen after a few seconds. The last thing you want to do is launch a long and complicated message. Get to the point. Either way, skip those “how are you” introductions that sound insincere. Potential customers appreciate directness. State your purpose, your purpose for the customer, and your requirements in as few sentences as possible.

11. Be “real”

Be yourself. No one likes a robotic, dry, and clichéd message. Especially in the type of service business where you’re looking to build long-term relationships, you’ll benefit by being yourself.

12. Please leave a brief message

But it’s still detailed if you get a voicemail. Give your name and number, then say why you’re calling, and repeat your name and number.

Conclusion

There’s certainly more you can do to improve your sales prospecting approach, but these do’s and don’ts are a solid foundation. By following a disciplined process and using your account plan to inform your messaging, you’re sure to improve your success rate in converting leads into customers. Hopefully, after reading this article, you can clearly understand your own limitations to strengthen and train the necessary skills to be more confident in this exciting real estate brokerage job. .