Handling the Prospect “Put-off” – What to do when the prospect says, “Let me think about it.”
So you come to the end of what is a very persuasive leasing presentation. Everything seems to be clicking. You and your prospect are communicating well and she is showing buying signals. There seems to be considerable interest in leasing. But when you invite this VP – Very Important Prospect – to lease and move in, you get this response:
“Well, let me think about it.”
OK, now what? Do you let the prospect use this “put-off” to slide out the door? Maybe she is being nice and is just not interested. Or maybe there is something bothering her that she has yet to verbalize. How do you find out and perhaps resolve the prospect’s unspoken concern? Try this.
First, get in step with the prospect: “You should think about it. Deciding on your next apartment home is a big decision”. How nice of you to show some understanding and kindness. You don’t fight the prospect but rather you “get in step”. You are empathetic and show it in your tone of voice. But you are not letting them off that easy.
Next, you ask: “Do you mind telling me what kind of things you will be thinking about?” or simply “What will you be thinking about?” This question may stop them right in their tracks! If your community doesn’t meet their needs or for some other reason they are just not interested, the prospect will probably repeat, “Oh I just need to think about it.” That’s OK. Your property is not for everybody. The prospect appreciated your time and your FEP – Friendliness, Enthusiasm, and Professionalism. But your property is not the right fit. Move on!
Yet it may be that the prospect has a concern or objection that needs to be addressed. This question may reveal it. “Well, I just think the bedroom is too small for our furniture.” Now instead of a putt-off, you have an objection. Objections show interest. You’re back in the game! Your response might be:
“You are concerned about the bedroom being too small for your furniture? I am glad you told me. We have another floorplan that has a much larger bedroom and is still in your price range. Let’s go take a look!”
By asking the question “What will you be thinking about?” you have determined if the prospect was simply not interested or had a real concern you could address.
Next week we will look at this common rental prospect put-off: “I really need to look around some more.”