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Follow-Up
A Key To Increasing Sales
 by Mary Lou Gurski
President, Training for Success, Inc.
1-800-2ATTEND (1-800-228-8363)

Why follow up?

  1. It shows you care.
  2. It demonstrates that you are proud of your community.
  3. It’s professional.
  4. It rents apartments.

Ways to follow up?

  1. Send thank-you notes.
  2. Make phone calls.
  3. Invite to social event – a great way to have your future resident meet his neighbors.
  4. Send newsletters – remind the future resident of all the activities and the benefits he could have living at your community!
  5. Schedule Open House.
  6. Mail flyer with a personal note to home or office.

Preparation for follow-up:

  1. “If you don’t mind, I’ll keep in touch. Do you have a business card?”
  2. Review the guest card.
  3. Plan ahead by rehearsing what you are going to say.
  4. Be prepared with paper, pencil and calendar.

The phone call:

  1. Identify yourself.
  2. “Is this a good time to talk?”
  3. Have a reason.
  4. Make an appointment.

Be sure to remember:

1. A thank-you note should be mailed to the future resident the same day on which the visit to the site was made. The note should include:
   a. A personal message relating to their visit and apartment       desired: and/or
   b. A personal message relating to their move to the city,        marriage, graduation, new job, etc.
2. A follow-up call should be made within 48 hours of the visit to the site. The call should include:
   a. A reason for the future resident to return, i.e. apartment       available in desired location, carpet color, etc.
   b. Answer to questions or objections raised by the future       resident during the visit.
3. The back of the guest card should be filled out to indicate follow-up was made, and notes or comments pertaining to the follow-up call.

 

1-800-2ATTEND (1-800-228-8363)
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