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Episode #288: Creating a Stellar Online Sales Program – Ingrid Ricks

⏱️ 24:35 🎤 Greg Bray, Kevin Weitzel, Ingrid Ricks
AUDIO EPISODE
Episode #288: Creating a Stellar Online Sales Program – Ingrid Ricks
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Chapters

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  • 0:31
    Introducing Ingrid Ricks
    Ingrid Ricks, founder of Convertly Solutions, shares her new name and extensive background in home building and sales.
  • 0:47
    New York City Marathon
    Ingrid shares a surprising personal fact: she completed the New York City Marathon without training and beat Chris Hartley's time.
  • 1:17
    Evolving OSC Role
    Ingrid explains how the online sales counselor (OSC) role has shifted from automated follow-ups to personalized nurturing, emphasizing human connection over AI.
  • 5:05
    Beyond Appointment Setting
    Ingrid redefines the OSC role beyond just appointment setting, stressing the importance of continuous follow-up and nurturing until the lead converts or opts out.
  • 17:36
    Addressing Aged Leads
    The discussion highlights the significant potential of 'aged leads' that are often overlooked, with Convertly Solutions implementing extensive follow-up processes for long-term engagement.
  • 23:12
    CRM Setup for Success
    Ingrid points out that inefficient CRM setup is a common issue hindering online sales programs, advocating for a well-defined follow-up process.
  • 25:09
    Optimal Client Profile
    Ingrid describes the ideal client for Convertly Solutions as any builder lacking an online sales program or facing challenges with lead conversion, regardless of their size.
  • 27:20
    Pitfalls of Part-time OSCs
    Ingrid warns against the critical mistake of assigning online sales roles to part-time staff, emphasizing the need for dedicated focus on speed-to-lead and engagement.
  • 29:42
    Leveraging AI and Websites
    The conversation touches on the utility of AI in online sales, balanced with the irreplaceable human connection, and crucial website improvements like clear calls to action and language options.
  • 32:27
    Improving OSC Performance
    Ingrid advises builders to analyze their processes, evaluate speed-to-lead and follow-up strategies, and regularly spot-check calls to enhance OSC team performance.

Speakers

G
Greg Bray
Host — Blue Tangerine
K
Kevin Weitzel
Host — House
I
Ingrid Ricks
Founder and Chief SC at Convertly Solutions

Key Takeaways

✦

Prioritize personalized lead nurturing over automated responses to build rapport and effectively engage potential buyers.

✦

Implement comprehensive, multi-stage follow-up processes for leads, extending beyond 30 days to capitalize on long buying cycles.

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Ensure your CRM is efficiently set up with well-defined follow-up processes to manage and convert leads effectively.

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Avoid assigning online sales responsibilities to part-time staff; dedicate full-time personnel to ensure optimal speed-to-lead and focus.

✦

Optimize your website with clear, distinct calls to action on every page and consider multilingual functionality to cater to diverse buyer segments.

✦

Regularly evaluate and 'spot-check' your online sales team's calls to identify performance gaps and ensure consistent quality in interactions.

✦

Recognize that an online sales program is critical for future success, regardless of company size or current lead volume.

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