6 Closing Techniques to Boost Your Lead Conversion Rate
Lead generation is important, but lead conversion is also key. Today we’ll cover six techniques you can use to convert more leads.
Many agents make the mistake of assuming lead generation is the only activity that matters. While lead generation is, of course, a vital part of the process, lead conversion is also important.
This is why, today, I’d like to share six closing strategies you can use to boost your lead conversion rate:
1. The hard close. This approach is very direct. To do it, you simply need to contact your lead and say “Let’s meet.”
2. The soft close. Unlike the hard close, where you approach the lead with a direct statement, the soft close involves asking them a question like, “When should we get together to discuss your real estate goals?”
3. The direct close. This tactic cuts straight to the point. It involves approaching a lead and saying something like “Can we meet today?”
4. The indirect close. Like the soft close, this tactic is fairly gentle. Following this strategy, you might say something similar to, “Would it be alright if I followed up with you in, perhaps, the spring time?”
5. The trial close. This technique is generally used when you and the lead have already met and are currently on a listing appointment, since it involves making a statement like: “How does this home fit with your daily commute? What do you think about the school district?”
6. The assumptive close. Instead of treating your future working relationship with a lead as a possibility, the assumptive close treats it as a certainty. For this tactic, you might say something like: “As your real estate agent, what do you expect from me so that I can help you to the best of my ability?”
I hope these tips have been helpful. If they have, then why not attend one of our upcoming Northern Virginia Real Estate business planning workshops? These events are full of helpful information, so you won’t want to miss out.
If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.