1. RELEVANT

Selling has not changed

@MeredithCSP #SalesWarriors

Buyers have changed

@MeredithCSP #SalesWarriors

90% Used Internet to Search For New

Homes

2013 Digital House Hunt

72% Began Research with a Google Search

SalesForLife.com, Sept 2014

70% of consumers actively engaged in social media have made a purchase as a result of being

connected online.

Business Wire, Nov. 2012

80 - 90% of buyer’s decisions are influenced by online reviews

SalesForLife.com, Sept. 2014

“From Caveat Emptor to Caveat Venditor” Daniel Pink, To Sell Is Human

@MeredithCSP #SalesWarriors

R.I.P. Sales Funnel

Hello Buyer’s Journey

The Buyer’s Journey: The research and decision making

process buyer’s use to make a decision.

@MeredithCSP #SalesWarriors

Your Job: Meet Them On Their Journey

#FANaticalSelling @MeredithCSP

11 Searches Prior to Taking Action

24% Take Action Same Day

2013 Digital House Hunt

40% Take Action 120 Days

Engage Later in the Journey

Informed

Empowered

Invested

Expectations

FANS

2. INSIGHTFUL

Context: Explains WHY content matters

Content Without Context Doesn’t Add Value

Put This Content Into Context:

“Our homes have an average HERS Score of 55.”

3. CURIOUS

Discovery #1 Stage of Buying Journey

The Fan’s Journey

How do you know what phase of the journey they are in?

By the questions they ask you!

@MeredithCSP #SalesWarriors

What size and type of homes are in this

community?

What energy features do you

have?

Do you have any homesite left that you can build the

model on?

@MeredithCSP #SalesWarriors

Discovery #2 Purpose of Conversation

What’s the mission today?

@MeredithCSP #SalesWarriors

Discovery #3 What Information is Known

What do you know about our community so far?

@MeredithCSP #SalesWarriors

4. NURTURING

The Follow-Up Disconnect

23%

53%

18%

CRM = Cash Recovery Machine!

The Best CRM…Is The One You Use!

Stop Checking In…

Start Adding Value!

Nurturing Relationships ✓ Care Enough ✓ Follow-Up ✓ Follow-Through

“I was thinking about you…”

“You can pretend to care, but you can’t pretend to show up.”

George L. Bell, Civic Leader, Father of Eight, 1927 - 2007

@MeredithCSP #SalesWarriors

Share Idea/Insight

“We talked about the importance of an open concept, so I thought

you might be interested in…”

@MeredithCSP #SalesWarriors

Solve a Problem

“You mentioned a concern about selling your home, so I

thought I would share…”

@MeredithCSP #SalesWarriors

Ask A Question?

“How do you envision using the loft space?”

@MeredithCSP #SalesWarriors

$20 Each, Reg $24.95 TODAY ONLY

Text WOW

to 44144

Or, just bring me your biz card!

TEXT WOW to 44144

@MeredithCSP

@MeredithsShoes22

Facebook.com/MeredithCommunications

5. SUPER FANS

#SUPERFAN

IT’S NOT ABOUT YOU✓ Stop Talking

✓ Start Listening✓ Know Your Fans

Remember Your Why

Remember Their Why

Beautiful Life

What’s Your #FANFACTOR?