One of the hardest part of acquiring new tenants is finding people interested in your apartments. Once you have a lead, you need to make the most of it. Although following up with leads sounds simple, if you have no clear strategy, you may end up failing to turn even the most highly-qualified leads into tenants.
Here are a few tips on how to improve your process for following up with leads and signing more leases.
Create a Plan
Before diving in, map out your process. The plan should specify:
- Ways you will gain prospects’ contact information
- How you will communicate with leads
- The aim of each follow-up
- How many times you may need to contact a lead before a conversion
Without the ability to capture information, there is no way to contact your leads.
Landing pages are one of the best ways to gather contact details. They allow you to ask for an email address and phone number in return for something a lead wants, which can range from premium content offering tips or more information to help with a decision to the chance to talk about particular property with a sales representative.
A couple alternatives to landing pages for capturing to prospects’ phone numbers and email addresses include pop-ups and sticky top bars or side bars on your website.
Method and Time-frame
Next, you need to develop your method for following up. Options include phone, text, and email. Neither one is better than the others, rather each has its share of advantages and disadvantages.
For instance, whereas some people prefer to talk on the phone due to the ease of two-way conversations, others only answer numbers already in their contacts. Some people prefer text, as it offers the chance to make quick questions and receive concise answers; however, short messages have their own limitations. Furthermore, although both text and email allow leads to answer at a time convenient to them, there is the risk that leads may put off responding until later and then never answer.
For these reasons, it is best to use a combination of all three modes of communication.
To determine how frequently you should follow up with qualified leads, you need to experiment. Over the weeks after you acquire a lead, try different combinations of phone calls, texts, and emails to see what leads respond to best. You can also use this to find out when you should abandon a lead. When you have arrived at the ideal formula, you can use it for all your future leads.
Consistency Is Key
Once you have a developed your plan, you need to use it for every lead. To promote consistency, it is essential you train your sales team. Provide them with clear guidelines on procedure and ensure that they know what they are trying to achieve at every stage of the follow-up.
Bear in mind that training needs to be ongoing. Your staff will require retraining every time you make a change to your strategy. Regular meetings are also a great way to listen to new ideas. Often, sales representatives will have insights in how to improve the follow-up process further.