Capitalize On Unsold Leads
Hi, Welcome To Resort Marketing Vids. I’m Michael Grimm for the Resort Developers Association.
Today I’m going to leave with three ways to profit from people who said “No.â€
Let me ask you a question – When you have a tour that comes up and doesn’t convert, what follow up do you do with them? Or what follow up do you have your salesmen do with them? Is their information tossed aside and never referenced again?
When I was selling insurance I had stack after stack of leads that I threw away because they said No.
Some days I would literally go through hundreds of leads then throw them away at the end of the day because they didn’t buy.
If you’re doing the same thing, stop, right now. I figured it out after someone who was selling a lot more deals than I was told me that I was stupid because I would throw away the old leads.
They were calling through all their old leads every day, calling through other peoples old leads that they through away, every day, because they knew that when people say No, that they really mean Not Right Now.
When I started doing this I didn’t see any magic, it wasn’t like once I started going through old leads I was able to buy a Ferrari because so many people started buying. But what did happen, was, over time, about twenty percent of those people who initially said no, changed their mind and bought.
I know two salesmen at one of the best resorts in Resorts of Distinction that do the same thing with tours that didn’t convert. Because when their at the table with them, showing them around the park, getting to know their families, they’re making a friend. And friends keep in touch.
So they keep in touch with all these friends they made, and wouldn’t you know it, over time, the people who said No, changed their mind. And bought a membership.
So before you go out and start buying new tours at three hundred bucks a pop, go and start calling up all the people who said no last month, last year, the year before. Remind them about your beautiful resort and invite them to spend some time with you to catch up and experience all the new improvements that you’ve made to the park…
Of course, do all that as a day tour. They’ve already gotten a free stay out of you once, and that won’t happen again.
Just keep dripping on people constantly and eventually you’ll get them to say yes.
I’m Michael Grimm for the Resort Developers Association.