Sarasota Manatee BIA: Sales Warrior Rally

1. RELEVANT

Selling has not changed

@MeredithCSP #SalesWarriors

Buyers have changed


90% Used Internet to Search For New

Homes

2013 Digital House Hunt

72% Began Research with a Google Search

SalesForLife.com, Sept 2014

70% of consumers actively engaged in social media have made a purchase as a result of being

connected online.

Business Wire, Nov. 2012

80 - 90% of buyer’s decisions are influenced by online reviews

SalesForLife.com, Sept. 2014

“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human


R.I.P. Sales Funnel

Hello Buyer’s Journey

The Buyer’s Journey: The research and decision making

process buyer’s use to make a decision.


Your Job: Meet Them On Their Journey

#FANaticalSelling @MeredithCSP

11 Searches Prior to Taking Action

24% Take Action Same Day

2013 Digital House Hunt

40% Take Action 120 Days

Engage Later in the Journey

Informed

Empowered

Invested

Expectations

2. INSIGHTFUL

Context: Explains WHY content matters

Content Without Context Doesn’t Add Value

Put This Content Into Context:

“Our homes have an average HERS Score of 55.”

3. CURIOUS

Discovery #1 Stage of Buying Journey

The Fan’s Journey

How do you know what phase of the journey they are in?

By the questions they ask you!


What size and type of homes are in this

community?

What energy features do you

have?

Do you have any homesite left that you can build the

model on?


Discovery #2 Purpose of Conversation

What’s the mission today?


Discovery #3 What Information is Known

What do you know about our community so far?


4. NURTURING

The Follow-Up Disconnect

23%

53%

18%

CRM = Cash Recovery Machine!

The Best CRM…Is The One You Use!

Stop Checking In…

Start Adding Value!

Nurturing Relationships ✓ Care Enough ✓ Follow-Up ✓ Follow-Through

“I was thinking about you…”

“You can pretend to care, but you can’t pretend to show up.”

George L. Bell, Civic Leader, Father of Eight, 1927 - 2007


Share Idea/Insight

“We talked about the importance of an open concept, so I thought

you might be interested in…”


Solve a Problem

“You mentioned a concern about selling your home, so I

thought I would share…”


Ask A Question?

“How do you envision using the loft space?”


$20 Each, Reg $24.95 TODAY ONLY

Text WOW

to 44144

Or, just bring me your biz card!

TEXT WOW to 44144

@MeredithCSP

@MeredithsShoes22

Facebook.com/MeredithCommunications

5. SUPER FANS

#SUPERFAN

IT’S NOT ABOUT YOU✓ Stop Talking

✓ Start Listening✓ Know Your Fans

Remember Your Why

Remember Their Why

Beautiful Life

What’s Your #FANFACTOR?

Sarasota Manatee BIA: Sales Warrior Rally

Business

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