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BREAKAWAY RESULTS FOR HOME BUILDERS
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Many builders are handling incoming web leads very differently--by using an online concierge. This acknowledges the differences between traditional sales agents, who thrive on face-to-face contact, and working with web leads, which focuses more on email and phone communications.
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A consistent, well thought out approach is key
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Most home builders have a "contact us" page on their web site. When handling web leads, make sure you have a clear lead management plan that addresses key areas such as how best to follow-up with the web lead.
Since it is highly unlikely someone will purchase a home over the internet, the ultimate goal of a web lead is a visit to your sales office. Too passive an approach can be perceived as customer unfriendly. Too aggressive and you risk coming across as pushy. Your plan should also address who should respond to the web lead.
Should it be a sales agent, since we are trying to make a sale? Or an admin assistant, since the web lead will likely request information? It is important that your web lead management plan address these and other key questions.
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