In short
Keep every property enquiry as a record with the buyer’s name and phone, the project, the unit type and budget, where the enquiry came from, a status from new to won or lost, and always a next follow-up date, then turn it into a booking on the unit when it closes so its history carries over.
An enquiry for a 2 BHK comes in on a Saturday. The person who took the call writes the number on a pad, means to call back on Monday, and Monday has a slab casting in it. By the time anyone rings, the family has booked elsewhere. Nobody did anything wrong. There simply was no next date written anywhere.
Write down where every enquiry came from
A sales desk in Gujarat usually hears from five places:
- A walk-in at the site office.
- A reference from an existing buyer or someone in the community.
- A dalal bringing a client.
- An online portal or a social media ad.
- The hoarding on the road.
Recording the source takes two seconds and answers a question worth lakhs: which of these is actually producing bookings. Without it, the hoarding gets renewed because it has always been renewed.
What each enquiry needs
- Name and phone number.
- The project they asked about, or none yet if they are still choosing.
- What they want: flat, shop, office or plot.
- Their budget, if they share it.
- The source.
- A status and the next follow-up date.
Six statuses are enough
New, contacted, site visit, negotiating, then won or lost. More stages than that and nobody keeps them up to date. Fewer, and you cannot see where buyers are getting stuck: lots of site visits and few negotiations says something about the site or the price, not about the sales team.
When it closes, it becomes a booking
A won enquiry should not be retyped. It should turn into a booking on a specific unit, carrying the buyer’s details and the source with it, so you can later ask which source brought in the buyers who paid on time, and not only which brought in the most calls.
Fifteen minutes on Monday
Once a week, look at three things: follow-ups that are overdue, enquiries stuck at the same status for more than two weeks, and bookings by source this month. That is the whole review, and it is enough to stop the quiet leak.
Sitegride keeps enquiries in this form, with source, budget, status and follow-up date, and turns a won enquiry into a booking on the unit, so the sales desk’s pipeline and the accounts’ schedule are the same record.
Questions this answers
Record each enquiry with the buyer’s name and phone, the project and unit type, budget, source and status, and always set a next follow-up date. Review overdue follow-ups daily and convert won enquiries into bookings on a unit so the history carries over.
It differs by project and town, which is why the source should be recorded on every enquiry: walk-in, reference, dalal, online or hoarding. After a few months, bookings by source show which spending is actually producing buyers.
Six are enough for most sales desks: new, contacted, site visit, negotiating, won and lost. Together with a follow-up date, they show both what to do today and where buyers tend to drop off.
Sitegride puts sites, sales, purchases, labour and money in one place, in English and Gujarati.