An email lands in your inbox: “Please tell me more about your property for sale in San Juan del Sur.”
You now have an opportunity to communicate directly with a prospective buyer about your property.
So what’s your perfect response? How can you reply in a way that will drive your prospects to action?
Here are some tips to help you out.
1. Respond quickly
Today’s Internet users expect a rapid response to any inquiry they make.
A study conducted by Harvard Business Review found ”Firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead (which we defined as having a meaningful conversation with a key decision maker) as those that tried to contact the customer even an hour later — and more than 60 times as likely as companies that waited 24 hours or longer.”
It’s clear. Speed matters.
If you can’t quickly answer a specific question, respond in some fashion — even if it’s just a short message that says you’re in the process of gathering the information requested. Just doing that shows that you’ve received the email and there’s a helpful, responsive, live human being on the other end of the property listing.
2. Be personal and relatable
This is your chance to connect with your customers in a human way. Don’t be afraid to include some of your Nicaragua backstory or a warm personal message at the beginning of your email responses, before jumping into answering questions.
A human connection makes for better communication.
3. Keep the dialogue going by asking questions
Try to include at least one question in every email to help keep the dialogue going and build rapport. Imagine having a face-to-face conversation with the person you are emailing with. You’d ask questions in that situation, wouldn’t you?
4. Give alternative contact options
Add your phone number and social media profiles in your emails so that people can reach out to you in the medium they prefer. And remember that if a contact leaves a phone number, it’s an invitation to call them.
5. Be prepared to receive lots of questions
Don’t be frustrated if you receive a long list of questions. Questions are a good sign. Perhaps even a buying sign. Here are 3 you should be prepared for:
- How low you will go? – Responding with a lower number than your asking price is best avoided. Here’s a good answer: “We’re asking X, and if you’re interested in making an offer, we encourage you to do so.”
- Why are you selling? – The more motivated you appear to be, the more the buyer will think you will take a lower price. If you are amenable to offers, which accommodate a quick time-frame, don’t be afraid to say so.
- What’s the next step? – The next step is always for the buyer to put their offer in writing.
Answer the questions truthfully. You are setting the stage for future negotiations, so be calm and friendly.
6. Don’t expect everyone to reply
Don’t panic if some of the people you email don’t respond. Over a decade of real estate emailing in Nicaragua we’ve found that at least 30% of inquires won’t answer your first email.
7. Follow up
If after a few weeks if you haven’t received a reply, send another email. Keep this short. Simply make yourself available for any questions, whether they are about your property specifically or the area in general. Maybe even offer to send more photos of the local neighborhood or more details about the property. Your goal here is not to make a sale, it’s to get a reply to the email and eventually a property showing.
Even in this age of social media mania, studies show that 91 percent of all email users worldwide check their emails at least once every day.
Seize that opportunity.