How HHHunt engages interested buyers immediately and future-proofs its sales team with an AI digital assistant
The problems
HHHunt needed to create an easy and consistent practice of immediate first visit follow-up. Statistics show that the customer is much more engaged and emotional about the home purchase immediately following the model visit, yet the majority of sales teams tend to wait days or weeks to follow up after first visits.
The longer it takes to follow up, the less engaged the customer is and the more likely they are to move on to other builders or other priorities. In addition, the CRM follow up process relied heavily on email communication, which is no longer the preferred way for most customers to communicate. HHHunt knew their follow up process was dated and we were losing ground with potential buyers.
Sales teams were losing sales because they were waiting too long to follow up. And conversely, the hours spent sending emails to those who are not interested in buying were a waste of time that could be diverted to those who are interested in buying after the first visit.
Prior to Verse, HHHunt used a sales follow-up system of activity reminders programmed into our CRM based on the customer rating. The follow up activities required heavy use of customizable email templates, which were time-consuming and less likely to illicit a response than text. And over time, sales team adoption levels dropped increasingly.
“[Verse] allows us to communicate effectively with prospects in a timely manner and gather crucial information at several points in the sales cycle. This eliminates a lot of wasted time and speeds up the sales cycle, while ensuring we don’t miss sales due to lack of follow-up.”
The Verse solution
Lise Anzelone, Regional Director of Sales at HHHunt, described the technical implementation as “seamless”. Sales leaders were able to test the programs with our team and play with responses before rolling the tools out.
Since Verse is fully-managed, once the team understands the tool, it takes very little effort for them to reap benefits from the programs.
The HHHunt team saw results immediately. “All at once, we knew exactly who was still in the market and who was not. And we found out where we lost sales and where those prospects bought.” Lise says, “It has also been wonderful to see the positive feedback from prospects. The ability to quickly gather accurate information about where a buyer is in the sales process with us after first visit. This eliminates a lot of wasted time and speeds up the sales cycle, while ensuring we don’t miss sales due to lack of follow-up.”