How to track customers?

In real estate sales, it takes an average of one to two months from the initial contact with customers to the final transaction, and the proportion of customer transactions is less than 10%. 90% of customer churn occurred within this month. Of course, there are also some customers who are abandoned because the building itself can't meet the requirements of customers, but there are still quite a few customers who are lost because the marketers didn't fully display the characteristics of the building and guide the psychological trend of customers in time in the later customer tracking. Therefore, customer tracking is very important after the customer sees the house. First of all, no matter whether the transaction is completed or not, every time you receive a customer, you should immediately fill in the customer information form, focusing on the customer's contact information and the requirements for real estate, and classify them according to the possibility of the transaction, so as to track the customers in the future. Customer files should be adjusted in time to track customers in the future. Customer tracking methods are mainly telephone contact, SMS contact or greeting card contact, depending on the stage. Key points of customer tracking: (1) Keep in touch, but not too frequently for a period of time. Contact is mainly to establish close personal relationship and implement relationship marketing. (2) Inform customers of market information frequently, and inform your customers as soon as there is the latest news about real estate, encourage them to express their doubts and don't make promises easily. (3) Every tracking should be recorded in detail. Regardless of the final transaction, please ask the customer to help introduce the customer. (4) Make preparations according to the records before each customer tracking, and look for the breakthrough points (excuses) of communication, such as answering customers' questions; A reasonable excuse, worry about the status quo, etc. The tone should be simple but not intense, kind but not soft, and the salesman should have full confidence and patience. (5) Pay attention to the contact time, and don't follow customers too frequently, but the time interval should not be too long. Customer tracking should give a reason, not always the same reason, which can be (1) inviting customers to participate in various promotional activities organized by the company. (2) Provide information about house sale. (3) Care about the recent situation of customers and the latest purchase demand. (4) Inform the price changes of this property and surrounding properties. (5) Inform the construction or sales progress of the building. In a word, it is helpful for salespeople to follow and contact customers well, which will improve sales performance, bring more customer resources for themselves and accumulate more contacts.