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:…
CRM – Should it Integrate with Your New Home Builder Software?
So, I get this question a lot! Or I get this statement… “We don’t want to change CRM’s because it integrates with our contract writing, purchasing, building etc… software we already have.” Here’s the thing. Some of the companies tack on an inferior Customer Relationship Management tool, (CRM) so that you will utilize their entire system. They think this is a value add. It’s not that they mean for it to be inferior. At least…
Quick Tip Tuesday Video – The Value Of Video Emails in Online Sales Programs
Today’s Quick Tip for Online Sales Programs in the Building Industry is about Video Email. Video email is a MUST when it comes to the online sales counselor role. According to 2020 marketing statistics compiled by SNOVio Labs, an initial email with a video receives a click through rate increase of 96%. Using the word video increases the open rates 19%. When we use video email we cut down unsubscribes by 26%. This is not…
Online Sales Counselor Training isn’t a Sprint, It’s a Marathon
If you are not a runner how far could you run and how fast, before you just collapsed? We often hear about training for marathons. Do we ever even talk about training for sprints? Yet all new things need training right? I mean could you be a great, healthy runner if someone just handed you a baton and said go? Then why would we do that to an Online Sales Counselor in the new home…
How Do You Set Up a Professional Online Sales Program?
For smaller builders adding a new person to their team is a big step. So it’s important to start it out on the right foot. A professionally and properly implemented OSC program will convert digital traffic into appointments for onsite agents but it’s more than just a call center. The key factors in setting up the program is to implement it with proper process, competence, and to resist short cuts. Proper Process – There needs…
Fill Your Cup Up – Energy is Everything
So you know, you are going to have days that are up and those that are down. This is true no matter what your business is and what you do. I’ve heard a lot of people this week seem to be having a bad week. Is it because Jupiter is in retrograde right now? Is it Zoom fatigue? Is it COVID exhaustion? Is it Facebook Conspiracy Theory Overload? I’m not going to lie. I think…
Ideas to Help Older Leads Engage
It is amazing how much things change from week to week. This happens for a builder on a regular basis… but all too often we set up our follow up processes and don’t look at them that often. We rely on our marketing emails to give the latest information and our ongoing follow up process at times can be pretty generic. The sad truth is many of our leads don’t get personally touched after…