Developers who rely solely on outside sales agents to bring potential buyers to their project are not capturing contact information or relevant data points about these leads. Data points such as; Why didn’t they buy? What country are they from? What is the average age range of prospective buyers? What did they like most about the project? The least? How did they first hear about the project? This information can help developers immensely by ensuring they are focusing their marketing on the positives and working to overcome any fixable objections. Without this feedback developers are operating blind.
Having an in-house sales and marketing team and a well maintained CRM is the answer. No project is too small and there is little or no cost to create a lead database. Also, most developers I’ve met build, sell and repeat. Coveting your leads gives developers an instant qualified network who weren’t a perfect fit for project A, but hey, you designed project B with them in mind (based on all the great feedback you got from the data points) and you hit the ground running. So, my tip of the month is understand the value of your leads.
SYZYGY, as your in-house team, will maintain a lead database for you that you own when the project ends. Let us know if we can help.
