More and more buyers are shifting to the internet. These customers have done their research (online) and they’re similar to the phone-ins. Ready to buy! An internet lead should be responded to (not auto-responder) within 15 minutes. A majority of these customers have good credit and they want a quick buying process.
An internet buyer is as serious as a heart attack. As in the longer you wait to respond, the less likely they are too buy from you. The 3-step process to handling an internet lead is 1) email a response to them 2) text a response to them and then 3) call them.
Remember that they might be at work, asleep or driving so if they don’t respond back to you…don’t quit. You need to continue nurturing these customers until they buy. Most average salespeople call these customers without realizing they never wanted to talk to a salesperson. That’s why they emailed. However I’m not saying to not call them but I’m saying to email, call and text them.
Sold & Unsold Follow-Up
All three groups of buyers that I just talked about are people that will buy from you along with many that will not buy from you. You’ve spent the time talking to them, building rapport, investigating, demoing and probably presented a lot of numbers to them so don’t waste all of that effort.
Some days at work will be slow with a lack of walk-in traffic, the phone won’t ring and you’ll swear that someone shut the internet down but that’s the time professionals know exactly what to do. We never, ever, ever stand or wait around for customers to walk-in, call-in or email us. We nurture our customers until eventually we have so many in our pipeline that there are no more slow days. 71% of people buy because they liked their salesperson.