It’s GO time! Your listing on Juwai.com has paid off. Juwai.com has received some enquiries from Chinese buyers and is passing the leads to you. So, now it’s the time for you to act.
Need help? We have some tips on your next course of action which could help increase your odds of turning them into a deal.
Next step
This hinges on your ability to strategically and effectively follow up on those leads without letting any fall by the wayside. Each type of lead will require a different level of messaging, depending on how the lead came to you. At Juwai.com, leads are categorised into three types; unverified, verified and recommended. Juwai.com’s verified leads normally provide prospective buyers’ WeChat contact ID or phone number together with details and reasons why they are interested in a particular property. If Juwai only provides you with a phone number, one of the first things to do upon calling that phone number would be to solicit for a personal (WeChat) number for follow up BUT do ask for permission first. Don't switch contacts during the process. Your follow-up should be as soon as possible. One of the best tools to get in touch with Chinese buyers is WeChat as opposed to an external URL which may not be viewable within China. Chinese buyers prefer this approach because that’s how domestic real estate agencies communicate with them.
You can read about WeChat here.
Your introduction (whether via email or text) should preferably be in Mandarin. Below are two introductory English translation scripts that you can use.
(A) English Translation: Hi, my name is XXXX from XXXX. Juwai.com has informed me that you are interested in some of our offerings or properties. Unfortunately, I am unable to speak Mandarin. However, if you would like to use WeChat to begin with, you can add me on (enter WeChat ID), and specify “Juwai Client” on the Friend Verification Request and I’ll be able to send you some information for you to review.
(B) English Translation: Hi, my name is XXXX from XXXX. Juwai.com has informed me that you are interested in some of our offerings or properties. Unfortunately, I am unable to speak Mandarin. However, I have attached some information for you to review.
What's the best time to contact prospects?
The sooner, the better and probably within the next few hours upon receiving the lead, while the prospect is still receptive to communications. The more time you wait to follow up, the less chances you have to connect with buyers. Experts say companies that try to contact prospects within 24 hours of receiving enquiries are more likely to have a meaningful conversation with key decision makers. And if you are phoning, Juwai.com’s data shows that the optimal time to call a prospect is between 10am and 1pm and 2pm to 4 pm, China time (GMT+8). This seems to support studies that have shown that the best time to call a prospect is between 4pm and 5pm local time. Most people are wrapping up their day during this time and are more open to disruptions. The second-best time to pick up the phone is between 11am and 12pm. It is assumed that most people will be at their desks during this period. Making an early morning call between 10am and 11am makes sense too. It lets you connect with prospects before their to-do lists become overwhelmingly long. Calling at lunchtime (1 pm -2pm or so) should be avoided unless a prospect has specifically requested a call at this time. You wouldn’t want to annoy a potential buyer while they are enjoying their lunch or worse still, disturb them while they are conducting a business lunch meeting. That would be a turn off.
According to a study by Marketing Donut – a UK website is aimed at helping businesses create a diverse approach to reaching customers – 80 percent of sales take five follow-up phone calls after the initial meeting to close. If you don’t catch prospects on the phone, follow up your call with a WeChat text message.
Tailor your call
A quick way to add value to your call is to reference a past call or text by mentioning something that the buyer is interested in or recognise. Maybe the buyer attended a property event, or you or one of your colleagues encountered each other at a trade show. Ensure that your call is tailored to a prospect’s needs. Warming up the call by providing some valuable information will get the buyer’s attention. Once a call is over, summarise all the salient points. The best practice is to send this list over and ask for prospect’s confirmation. This also helps maintain the conversation moving forward. Each interaction should have a clear-cut plan. It could either be setting up an appointment for the next call or even scheduling an on-site visit
Ultimately, picking the right time to make contact is essential to sales success and with a persistent follow-up plan that optimises your message, your odds of landing that deal will be much higher.
Juwai.com has a wealth of information about dealing with Chinese buyers, including …
1. 6 quick tips on how to engage Chinese property buyers
2. Use WeChat to convert your sales lead into a deal
3. How feng shui can help close a deal
4. How Chinese travel can impact on where they choose to buy their overseas property
5. Which are the top 10 global picks for Chinese buyers when it comes to buying a property
