Our client (Commercial builder) receives a phone call in Jan ’13 from a prospect who wants an estimate on a property they ‘haven’t’ purchased yet. Our builder spends 15 minutes on the phone puts them on his automated newsletter list.
Last week (after receiving a monthly newsletter for 12 mths) the prospective client calls back ‘Hot to Trot’. He asks our builder for an invoice for the preliminary agreement and tells him his budget is $1 Mill but can stretch to $1.2 Mill. The client understands the builders process and is educated on the benefits of working with him, plus he is prepared to negotiate on the job. All for the price of a well directed and automated newsletter! – Do this and do it well or watch your competitors pass you by!