In the fast-paced world of home sales, few phrases can stall momentum like, "I'll let you know." This open-ended response shifts the responsibility of follow-up onto the client, increasing the risk of losing engagement. To maintain control of the sales process and keep potential buyers engaged, sales professionals must set a C.A.A.N (a Clear, Agreed upon, Actionable, Next step).
Challenges with Open-Ended Responses
When a client responds with "I'll let you know," it often signals hesitation or uncertainty. Without a C.A.A.N, this response can lead to lost opportunities. According to data so far this year from New Home Sales Connection, only 27% of sales professionals ask for a clear next step. This means the majority are leaving future engagement to chance, putting them at a disadvantage in a competitive market.
The Difference Between Follow Up and Clear Next Step
Follow up is an “I” action, meaning its initiated by one person. For example, “I am calling them tomorrow” or “He is going to let me know if he has any questions” Statements like “I’ll let you know” also falls into the “I” category rather than the collaborative “we” In contrast, a “we” action involves both parties. They can both anticipate the appointment, and it is calendar worthy. Both parties know exactly when and where the next step will take place.
Effective Strategies for Setting Next Steps
To overcome the "I'll let you know" response, implement the following proactive techniques:
- Suggest Specific Follow-Ups
Instead of leaving the next interaction open-ended, set up a C.A.A.N. For example:
“Let’s schedule a time for you to come back again. How about Wednesday at 3 PM to discuss any questions you may have. Does that work for you?” - Safeguard Your Information
As a sales professional, your value lies in the information you hold. Give customers a reason to return and continue the conversation with you. If you lay out all the details upfront and leave the next step in their hands, they may have no reason to reach back out—they already got what they needed. The biggest threat to your sales success are the conversations you’re not a part of. Stay engaged, understand the customer’s thought process, and position yourself as the go-to resource for any additional information they may need.
- Express Continued Support
Reaffirm your commitment to assisting them throughout their home-buying journey. Let them know you’re available to address any concerns, making them feel valued and supported.
Perhaps the sales professional suggests setting up the next step to meet in person, but the customer is hesitant. The sales professional can still set a C.A.A.N by lowering the threshold and asking for a phone call appointment instead. To solidify the next step, the sales professional should send a calendar invite on the spot to confirm the call, ensuring the customer is equally committed to the next step.
Stand Out from the Competition
With only 27% of sales professionals securing clear next steps, you have a powerful opportunity to differentiate yourself. Never let a potential buyer leave without a calendar-worthy “we” action in place. Taking proactive steps ensures that momentum continues and keeps you in control of the sales process.
By implementing these strategies, sales professionals can turn hesitant buyers into committed clients. Don’t let “I’ll let you know” become a dead end—take charge, set the next step, and watch your sales success grow!
Interested in seeing if your team is setting up a C.A.A.N at the end of an appointment? Contact Lauren@Cannonballmoments.com to discuss mystery shopping for your team.
