In our last blog post about One Team, One Experience I talked heavily about alignment. If the move from online to onsite is done well, it should feel natural from the buyer’s perspective. Exciting, even. The OSC should be building anticipation, not creating confusion. It should sound more like: “I’d love for you to meet my good friend; they’re going to have a much better handle on those specific house questions and help you take the next step.” That is a handoff. Not:…
If 100% of My Sales Come Through Online Sales Counselors. Should I Restructure OSC Pay?
Noooooo! Not unless you are going to pay them MORE! I keep seeing this over the past year, as more and more traffic for new home builders comes to your online sales counselors. More leads are being set into appointment because there is less walk-in traffic. Some builders are having “heartburn” over how much they are paying their online sales counselor. Especially for appointments. WHHHYYYYY? Why would you penalize your online sales counselors for refining…
How to Grow Your Online Sales Department
By now, and if you’ve read my last two posts – Don’t Break The Process and Can’t an Online Sales Counselor Just Take the Lead Through Sale? NO! – then you may be starting to consider growing your online sales department. Before a little thing called COVID, most walk in traffic really was digital traffic. Did I just blow your mind? Everyone in sales now is saying they’ve always had walk-in traffic. True. But…
Can’t an Online Sales Counselor Just Take The Lead Through Sale? NO!
I saw this question recently asked in a forum. This goes right along with “Don’t Break The Process.“ You don’t want to take leads generated by marketing (The seed) and hand them off directly to the agents before they go through lead development for reasons discussed previously in Don’t Break The Process. Likewise, if your OSC became responsible for the entire buying process, it would be the same thing as handing off that lead to…
Don’t Break The Process!
There’s been a marked slow down of walk-in traffic to models all across the country. With agents twiddling their thumbs in sales offices it may be tempting to ask the question why don’t we send the digital leads to them and eliminate the “middle man” The OSC? That would be a big mistake. Lead development is a process within the sales process. If done correctly we optimize sales. If done incorrectly, we flush marketing dollars…
Quick Tip Tuesday: Don’t Forget About Proper Lead Nurturing
If we don’t do our lead nurturing correctly now, we will be regretting it later. While in the ever changing landscape of online sales, so much more has been thrown on the plate of an OSC, it’s important that we don’t forget the basics. The reasons why this position exists in the first place. To nurture leads and make sure that they are getting the feeling of a personalized experience with the builder, well before…
Hiring the Right OSC Requires A Social Media Check
In today’s digital world, it’s important to be careful about what you put out in the world, especially publicly. Time and again we see people removed from their jobs because they’ve expressed a stance that their companies cannot abide by, nor do they want to be held accountable for in society. As online sales counselors in the new home building industry we are especially susceptible to this sort of scrutiny. the online sales counselor is…