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6. Let Them Know When You’ll Follow Up

• When you call or email a prospect, let them know exactly when you’ll follow up and stick to it. This shows that you’re a planner, reliable, and transparent. However, if someone is intent on ignoring you, they’re unlikely to become a buyer anyway.

7. Make a Personal Connection

• Prospects prefer working with people who make them comfortable. Personalized communication often performs better. This is where social media can help. Spend 10 minutes reviewing their social media so you can get to know them a bit better. If all of their posts are about their kids, they’re probably motivated by a smooth transition with their move, perhaps more space and a better backyard. If they’re posting only about how stressed out they are, you might communicate differently as well. Know your audience and adjust accordingly.

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