Some prospective clients require a little more nurturing than others to get them closer to becoming a client and buying a home. Our guide to Lead Nurturing 101 contains several tips and tricks, but there’s one simple acronym that can help guide your nurture and follow-up strategy: COMET.
COMET stands for:
Customize outreach
Offer value
Manage touches
Easy does it
Text message
This brief guide expands upon the acronym’s components, and how to use these best practices to get a prospect’s attention, prove your value to them, stay organized and be effective.
PREVIEW:
Personalize the experience as much as possible. Make prospects feel as if you were their only outreach that day. Don’t burn through your touches with communications that don’t feel like they came from a human being who cares.
Customize your touches by leveraging what you know about the customer from past interactions:
Every touch needs to offer unique, relevant value to the customer. If the message you’re trying to deliver doesn’t meet this bar, don’t send it. For even more effective customization, try to make the value that’s offered relevant to past communications.
The following are just a few examples of valuable information you can share with prospects: