Time is one of the most valuable resources for your sales team, and they certainly don’t want to waste precious time they could be spending on closing more sales. The key to prospecting isn’t finding clients – it’s about finding the right type of clients.
Learning more about your leads is only a good place to start. But how much should you know about them in order to save time and win more sales? We take a look.
Deposit
Naturally, every developer needs to know their lead’s budget so that they know which, and if, they can afford the properties. It’s natural to be curious about their deposit and whether they have equity in their current house that they can contribute or if they’re a first-time buyer and have started from scratch. Naturally, first-time buyers and homeowners will have a variety of deposits to work with, but once you understand their figures, you can better suit your plots to their budget.
It’s even handier to know the deposit of first-time buyers and homeowners per development, so you can strategise your marketing and sales.
Salary
One of the first questions you ask potential buyers is about salary, as this is an integral part of qualifying a lead. Understanding the lead’s salary, or the joint income if two people are buying together, will help you direct them to the plots they can afford to buy.
Leads that arrive you to pre-qualified are even better as you already know which plots suit their potential mortgage budget. Yet again, it’s handy to break down the first-time homebuyers’ and homeowners’ salaries by development so you can understand the direction of affordability in each area. Which leads us to…
Affordability
Essentially, this is how much they can afford to spend on a new home. Now you have a total figure of their budget, you can highlight plots that are within their budget range. You can also start to show them add-ons and extras that are within their affordability range. By knowing their affordability, you get to save time, streamline sales services and present a complete solution to address their needs, all getting you closer to the sale.
Age
In the world of buying, age is not just a number. It can dictate mortgage offers, marketing strategies, home-buying needs and even sales experiences. By knowing the age of your leads, you better understand who wants to buy your plots – and perhaps why. Whether they’re a first-time buyer, homeowner who needs more space or a third- or fourth-steppers who need something specific, you get to tailor services to suit their profile.
Get more insight
At Prospect Generator, we encourage insight. That means when you sign up for our lead generation tools, you get a wealth of insight about leads that are easily accessible, delivered monthly and put more power into your hands. Not only do you find out the above four points, but you visually see the breakdown of them per development, and the split between first-time buyers and homeowners.
Tap into lead generation and the wealth of insight today.
Schedule a free demo today.
