Each customer unit (and sometimes people within the same customer unit) shop for a new home, car, or other pouchase differetly than the next.
This means that they should not receive the same presentation - although many of the details can be the same as long as they are personalized and tailored to their needs.
It certainly means that they should receive different follow-up notes and phone calls - after the initial thank you - and the contact should focus on them. Talking about the great schools, the parks, or the golf course to people uninterested in them will not push someone toward a decision.
If anything, this one-size-fits-all approach shows a lack of sensitivity and focus.
I recorded a podcast message on "Steve Hoffacker's Happenings" called "No Two Customers Are Alike" that discuss this. It runs just a couple of minutes.
For more information about my sales training and consulting programs, or information on my books for new home sales or real estate sales, visit my website at stevehoffacker.com or call 561-685-5555. I also maintain a blog on that website ("Steve Hoffacker's Sales Training Tips"), one on Blogger ("Steve Hoffacker's Success Quips"), and another ("Steve Hoffacker's Sales Quips") on the real estate network Active Rain. © 2013, Steve Hoffacker. All Rights Reserved.