It’s a new year with new expectations and renewed motivation to achieve goals. When was the last time you took inventory of your day-to-day routine? Everyone should practice their basic sales skills from the experienced professional to the novice in the office.
How do you begin your day? How do you plan your week? Who will you target this month? When will you complete your paperwork? Do you take time to speak to your general manager, front line staff and regional marketing reps? If you don’t have a strategy, you don’t have a plan for successful sales!
Good habits take time to become engrained in our systems. You should take care to manage your time each week to include basic sales activities such as:
- Book time with yourself in your day planner to prospect for new customers and referrals;
- Research your prospects to properly qualify them as potential residents;
- Schedule appointments and invite your prospects in for a guided tour;
- Keep up to date on the current market situation;
- Monitor any social media and new online marketing strategies;
- Chat with the competition to see how they’re doing;
- Always remember to follow up after each encounter with a prospective new resident; and
- Don’t forget to ask for a deposit or signed contract.
And of course, I would be remiss if I didn’t mention the tedious administrative tasks. These are time wasters if you don’t deal with them right away. Have you heard of the ‘one touch’ paper rule? If your primary role is to bring in new residents, then every phone call and every walk-in guest requesting a tour of your community should take priority over everything else.
That doesn’t mean you forget about the numerous voice mails and email requests for more information. Who monitors your website? Do you respond within 48 hours? Have you implemented the ‘sundown rule’? Everyone who enquires through your website would be thrilled and most likely very surprised to hear from you the same day!
Sales is not a regular 9-5 job and excellent sales people aren’t order takers. Good time management leads to successful sales habits and ultimately, to higher occupancies.
Still have questions? I’ve conducted numerous sales workshops and management retreats. Feel free to contact me in person via email to [email protected] or telephone me at 604.984.7445. Mention my article and I’ll give you 20% off your first workshop fee with me! Offer ends April 1, 2012.