Before closing on a sale, you must first entice a client to want to work with you. During your sales process you need make your potential client feel important  while also showcasing what your business has to offer. Following these steps will increase you chances of succeeding in your end goal – setting up a meeting.

1) Make Them Come to You

The first step in a sales process before getting in contact with a client is instead of reaching out to them, make them come to you first. Have a page on your website where they can register and give you their contact information. After they register, it will be your responsibility to get in contact over the phone.

2) The Five Minute Rule in a Sales Process

Always call potential clients within five minutes following their registration on your website. There is research that has shown calling a potential client three hours later compared to much sooner will worsen your chances of setting up a meeting by 100 times.

Nobody likes wasting their time being kept on-hold over the phone. Calling someone within five minutes shows respect and makes the individual see you as a good prospect for someone to work with.

3) Send a Thank You Email

Whether or not you reach the person, always send a thank you email. This shows that you have noticed their registration and will be calling them back soon. This is also your chance to send them your sales video.

4) Impact of  a Sales Video

A sales video will do more during your sales process than any pamphlet or PowerPoint can. Attaching it to your thank you email will allow clients to learn more about your business and gain more interest in it than if they were forced to read the information. No matter how well you can sell your business, you’ll rarely be more captivating than a video.

5) Call Back and Set Up a Meeting

The last step in the sales process is to set up a meeting. When you call them following their registration, make sure the individual has seen your sales video first before you speak to them. If they haven’t, give them the time to watch the video and call them back later. A sales video is a good lead up to everything you have to say. Once they have watched your video and have spoken to you, you can set up a meeting.

How important is the five minute rule in your business?

  Real Estate Matters Seminar

Learn the truth about investing when you get the real answers to tough real estate questions backed by education inspired from the hit-show Dragons Den! "Real Estate Matters" is a free event featuring speaking engagments from Canada's top real estate leaders including N5R CEO Roman Bodnarchuk.

As founder of N5R Inc., Roman has been revolutionizing realty online marketing from the very beginning. He is regarded in professional circles as a Real Estate Marketing As one of the Top Keynote Speakers In Real Estate, Roman has been featured in dozens of conferences and trade shows around the world.  He is often quoted in major newspapers such as USA Today, The Toronto Star, The National Post, and The Globe & Mail.  Romans comments on Real Estate marketing techniques have been featured weekly in over 30 marketing publications.  

Before you get off the phone after setting up a meeting, ask your client one more question. Ask if they have Skype. If they have it, find out if they’d be interested in having a Skype meeting. Follow-up with a confirmation the next day and make sure to share your Skype name. Not everyone may want a Skype meeting, but if even half of your clients agree to use it, it’ll prove to be very effective. 

Why Conduct Skype Meetings?:

1) Convenience

Conducting a Skype meeting will allow you meet from wherever suits you. You can stay in the office and have more time for other work, instead of spending that time travelling to your meeting.

2) Time-saving

You’ll skip heavy traffic and won’t have to travel around the city if you booked several Skype meetings for one day. In a city like Hong Kong, it would be impossible to get from one meeting to another. With our busy daily lives, it’s always nice to save time any way possible.

3) Boosts business success

Without having to take in account travelling time and distance, you’ll now be able to fit more meetings into your day. The higher amount of meetings you have will lead to a higher volume of business opportunities. This will lead to higher revenue and more growth for your business.

 4) Closest you’ll get to an in-person meeting

During a Skype meeting, conduct yourself the same way you would in person. If you usually stand during a meeting, do so during the call. The interaction will continue to exist as they can see your facial expressions and you can see theirs. Ask questions as you normally would and continue to keep the conversation engaging.

How often do you conduct Skype meetings?

As people are living busier lives, setting up a meeting can sometimes be the toughest part for growing a business. Before asking “when’s a good time for us to meet?” consider the “Two Options Close.” Giving a client select options will help set up a meeting sooner rather than later.

3 Steps in a “Two Options Close:”

1) Offer two options for a day to meet

The first step is to offer two available days of the week, such as Tuesday or Thursday. When you limit the options to two days, it makes it easier for the client to choose instead of frying their brain.

Even if the person does not know if either of those days will work, still ask which one would be better. We’re often afraid to give the answer, even though we know it. This will often result in a decision, which will then lead you to the next step of the “Two Options Close.”

2) Pick two times of the day

Depending on your client, first narrow the options to two times of the day for a meeting. This could be either morning or afternoon, or afternoon or evening. Do not ask them “what time is good for you?” This gives them too many options to think about.

3) Give two (strange) timeslots

Once the client makes a decision, you then take the final step to wrap up your “Two Options Close.” You offer them two available timeslots to meet with you, and make sure they’re strange times. For example, if they said afternoon works, offer a meeting at either 1:15 p.m. or 3:45 p.m.

Remember, having too many days or times to choose from can often result in the dreaded “I’ll get back to you” answer. The client may have to check their calender or may not remember their availability. They might get back to you right away, or possibly never. This can lead towards the kiss of death, often resulting in no meeting at all.

How do you set up meetings and have you used the “Two Options Close” method?

Roman Bodnarchuk is in Kuala Lumpur, Malaysia this week conducting a monthly sales training session with Asia's top ranked online property group, iProperty.com

Updating your team on the latest inbound tools and techniques, Roman's sales training has managed to not only transform iProperty's sales team to be among the best in the world but numerous others in local and international markets from beginners to experts.

 

  

In just a couple of days of this proven, structured, training -  sessions can help any size team meet their sales goals for continued company growth. Backed by knowledge that has helped Roman oversee $5 Billion dollars of real estate sales around the world, imagine how your team would benefit!

Visit N5R.COM for more information.

As founder of N5R Inc., Roman has been revolutionizing Realty online marketing from the very beginning. He is regarded in professional circles as a Real Estate Marketing As one of the Top Keynote Speakers In Real Estate, Roman has been featured in dozens of conferences and trade shows around the world.  He is often quoted in major newspapers such as USA Today, The Toronto Star, The National Post, and The Globe & Mail.  Romans comments on Real Estate marketing techniques have been featured weekly in over 30 marketing publications. 

Now it's your turn!  learn the secrets that earned Roman the  world record for the fastest condo conversion sell-outs ever. This included selling 360 units worth $90 million in 90 minutes in Phoenix. On a separate occasion, he lead a one-day condo-sell-out of 325 units in Hilton Head, South Carolina.

IN TORONTO

REAL ESTATE MATTERS: 

OCTOBER 28TH

HOW TO MAKE LEADS TRACKABLE IN REAL TIME

In a changing world, we are always looking for a new way to find out more and more about the customer and to develop new leads. Many marketers still have an outdated way of thinking, planning, and developing their marketing plans.

THE GOAL: to successfully be able to track leads and gather useful, accurate data about your prospects.

BUT HOW DO YOU DO THAT?

First, and perhaps one of the most useful tips is to focus your budget. Write down what you expect your cost-per-lead to be. 

simple enough right? But by tracking information you can produce real-results. 

We also already know prospects have an on demand mentality, want real time customer service and want the bar raised when it comes to condo expectations.

So how do you land a sale with the bar raised so high? Use your resources! There are so many different software programs, websites and different technology dedicated to building and finding out more about leads that will help you land that precious sale. 

YOU CAN FIND OUT MORE ON TRACKING LEADS, AND NAMES OF USEFUL SOFTWARE BY DOWNLOADING A FREE CHAPTER OF ROMAN BODNARCHUK'S - "IT'S NOT THE MARKETING, IT'S YOUR MARKET" AT N5R.COM, WITH THE OPTION TO PURCHASE. 

Boosting investor confidence, N5R Chairman and CEO Roman Bodnarchuk brought his marketing expertise to a forum in Noida, India.

http://economictimes.indiatimes.com/wealth/real-estate/wave-city-organises-an-investor-forum/articleshow/43727861.cms

Organzied by WAVE Infratech, Taxation expert Abhishek Batra also spoke at the event.

Roman and the N5R team are currently working with WAVE Infratech and the Wave City Center - Belleville Park project - A mixed, luxury commerical and residential development in India. 

Boosting investor confidence, N5R Chairman and CEO Roman Bodnarchuk brought his marketing expertise to a fourm in Noida, India.

Romans reasons to invest, sparked interest across the country, landing in business pages everywhere. 

http://www.business-standard.com/article/pti-stories/wave-city-center-organises-an-investor-forum-114092800594_1.html

http://www.thehindubusinessline.com/industry-and-economy/real-estate/wave-city-center/article6454856.ece

http://zeenews.india.com/business/realestate/latest-news/wave-city-center-organises-an-investor-forum_109161.html

http://finance.indiaeveryday.in/fullnews-wave-city-center-organises-an-investor-forum-1263-7555181.htm

You can view the content of Romans prestation here:

http://www.slideshare.net/slideshow/embed_code/39649406