Referrals are an extremely effective way to generate valuable business. Recent studies show that customers that receive a referral are much more likely to purchase a product or service recommended to them by someone that they trust.
In 2016, the Nielsen Market Research team conducted a study about how powerful the referral market can be. The data from the Nielsen Market Research team’s study shows that a significant amount of people seek referrals when making a purchase. In fact, 82 percent of Americans would ask family members and friends for recommendations.
Cold calling is a huge part of a sales reps daily activities and could be extremely stressful and time-consuming. You can spend hours and hours cold calling leads to find that home run deal, but who has time for that?
In this video, Andrew Bermudez, Co-Founder and CEO of Digsy AI talks about when the best and worst times to cold call your prospects. With this handy sales strategy, you’re able to plan out your day, waste less time and convert more prospects into HOT leads — resulting in closing more deals!
A study by Lead Response Management examined data over three years that included 15,000 leads and over 100,000 call attempts. The data from this study showed some important and critical information about effective lead follow-up.
- 80% of calls go to voicemail.
- 90% of the voicemails left are never returned.
- The optimal length of a voicemail is 8-14 seconds.
When is the best time to call your prospects?
A study by RingLead found that 90% of first time voicemails never get returned. In another study by InsideSales, they found that the average response rate for a voicemail is only 4.8%. With this in mind, you should always make sure to follow the voicemail up with an email. This prompts the prospect to check their voicemail or reply to your email. But what if you don’t have your prospect’s email address?
If you don’t know your prospect’s email address and don’t know how to obtain it, there are many tools that will help make the job easier for you. No more hunting down your prospect’s social media profiles or scouring their website for contact information. Utilize these tools and you’ll get the email address you’re looking for in a jiffy!
If you’re in the commercial real estate industry, you may come across sales and marketing job titles which seem similar but are actually quite different. The more common job titles that CRE brokers experience are Marketing Assistants and Sales Development Rep. While they both share the similar goal of selling a product or a service and generate leads (AKA: generating more clients), their responsibilities are very different.
A person goes through different stages before they become a buyer/client. With each stage, a specific person is responsible for ensuring that the customer goes through the pipeline. Marketing assistants are usually the ones to come first in the sales process. They are responsible for making ads, banners, flyers, and newsletters to help the potential tenant or buyer become aware of your product or service. But what happens most of the time is that the Marketing Assistant spends a lot of time creating marketing materials and flyers to market existing properties. That leaves little time for them to try to drum up new business.
Sales statistics, and knowing how to use the information to your advantage, is an integral part of implementing a great sales strategy.
As you’ll see below, sales statistics show that salespeople who follow up with prospects 5-12 times contribute 80% to the bottom line, and salespeople who only follow up 4 times contribute only 10%. 48% give up after only one contact. Digsy AI assists agents by making it ridiculously simple to follow up and achieve that 8x improvement.
Here are 100 statistics to help you improve your sales strategy:
How many times do you contact a prospect in order to improve your sales performance? If you’re like 48% of the sales force, you only call a prospect once and give up. In this video, Andrew Bermudez, co-founder and CEO of Digsy AI, talks about the statistics behind the required number of contacts needed to improve your sales performance by 40x!
Other Stats on Existing Customers and Referrals:
Salesforce.com is considered one of the giants of the CRM software industry and has been providing businesses with sales tools since 1999. It is mostly for medium and large sized businesses, and some of the features of the software include multi-platform compatibility. API and customization are included along with Salesforce reporting and analytics tools. Pricing for Salesforce CRM start around $25 per month for a basic package and go up to $300 per month. Although Salesforce is a leading competitor, there are many CRM alternatives to Salesforce on the market today.
Here are five popular alternatives for your consideration:
Company Helps CRE Pros Improve Conversion of Prospects Into More Deals & Commissions
Fullerton, California: Digsy, the Southern California tech startup innovating commercial real estate has launched a new SaaS platform aimed at helping CRE & B2B sales teams improve the conversion of prospects into new clients to close more deals. The company currently touts users at big companies like CBRE, JLL, Cushman & Wakefield, Colliers International, NAI Capital, Sandler Sales Training and more.
Digsy AI is a sales development software platform specifically designed for commercial real estate. It helps broker teams convert prospects into new business by efficiently helping them implement best sales practices and improve sales performance. Digsy AI has been quietly sold to agents at large CRE brokerages and today brokers and teams anywhere can sign up for a free 14-day trial of the service from the Digsy Ai website. Digsy is funded by Gil Amelio (former CEO of Apple), Gordon Stephenson (board member with Zillow) and Sean Ellis (GrowthHackers.com and DropBox), K5 Ventures, Tech Coast Angels, early LoopNet executives and other angels.
Today’s lead follow-up is more competitive than ever between brokers and agents trying to get the same clients. Potential clients are searching for properties online and want instant gratification. First impressions made on the telephone will make a big difference in whether or not you close the deal with that lead. A difference of a few minutes can make or break a deal with your new client. Chances are, they’re on the phone with some other brokers right now, while you’re thinking about calling them back.
A study by Lead Response Management examined data over three years that included 15,000 leads and over 100,000 call attempts. The data from this study showed some important information about effective lead follow-up. Continue reading
Andrew Bermudez, CEO and Co-Founder of Digsy AI talks with Costin Tuculescu, CEO and Founder of AnyMeeting, about exploring different marketing strategies to generate more leads. The main strategy they discuss – hosting webinars!
In this video, Andrew mentions how valuable webinars have been for Digsy AI’s marketing strategy. By hosting webinars, you can amplify an audience, which attracts and produces more leads to your business. As a result, your business closes more deals. Who doesn’t want that?