EFFECTIVE SALES STRATEGIES
Take Immediate Action
Once you begin to capture new business inquiries, develop an internal process that allows you to take immediate action. For example: you may designate someone in your office to manage inbound leads and phone calls. Or maybe inquiries are being sent directly to your email or mobile phone as the sole proprietor of your business.
Research shows the odds of calling to qualify a lead decrease by over 6 times in the first hour. What’s even more interesting is that the Harvard Business Review reports only 37% of companies call a lead within the first hour. By initiating contact right away, you’re not only more likely to qualify the prospect, but you’re also in a better position to beat out the competition.
Now, there’s no guarantee that the homeowner will be available, even if you call right away. So if you captured the homeowner’s email address, send an email as well. You can do this through the Leads Management section of Houzz Pro, which can help you track where potential clients are in the sales process. People may be receiving lots of email, but if they gave you their email address it may be because they prefer email to phone.
“Once, I heard the phone ring, but I was working on a proposal and was about to finish, so I let the call go to voicemail. The potential client left a message. I called her back within the hour. She thanked me for returning the call, but decided to work with the person who physically answered the phone that morning.”
Kalli Georige, Kalli George Interiors
"Work used to go to the biggest, now it goes to the fastest. I respond to new client inquiries immediately. It always impresses potential clients.”
Joseph Corlett, Speciality Contractor