Sources like Realtor.ca, corporate and personal websites all help in providing you with online leads. In a digital world, it’s never been more important to maximize your ability to convert leads into customers. Online leads and inquiries (managed well) offer you the incredible potential to increase your business and ultimately your revenue. To enhance your ability to turn leads into business, use these eight expert tips.
1. Respond Quickly
When it comes to your response time, remember that every minute counts. Responding within one hour is thought to increase conversion by as much as 7 times with the best odds found when responding within 5 minutes.
2. Build Rapport & Trust
Starting out as strangers, prospective customers will more easily transition from warm to hot after building some sense of rapport and especially trust. Build rapport by being empathetic, listening attentively, and finding common ground.
3. Implement Systems for Lead Follow-Up
Requiring little thought and effort to maintain, lead follow-up systems not only increases efficiency but conversion rates too. As part of an effective system, consider developing templates (to save you time), in addition to automated reminders for follow-up deadlines.
4. Leverage Text Messaging
When first reaching out to an online lead, consider using text first. 90% of text messages are read within three minutes and are thought to lead to a 205% high response rate when compared to phone calls.
5. Rate Your Leads
Identifying a rating system for leads is important to sort ‘hot’ leads from those you’ll need to nurture. Consider using identifiers like A (a hot lead), or B (a warm lead), or C (a lead to nurture).
6. Purge & Refine Your Database
It won’t take long for a database to become stale. Holding expired information or inaccurate ratings, consider adding a regular reminder to review your database and make adjustments.
7. Use a CRM
CRM’s like Top Producer, Lasso, or Asana help salespeople optimize their efficiency. Ensuring systems are followed and leads aren’t ignored, a CRM is crucial to the consistent and regular follow up of leads.
8. Provide Value
Even before prospects actively start looking to buy or sell a home (those you’re simply nurturing), start providing them value now. As a few examples, consider offering information regarding housing-related policy changes, market conditions, and helpful home-buying (or selling) tips.
Lead conversion is more often than not a long term game. Requiring effective systems and consistent follow-up though, online leads (handled right) will no doubt contribute greatly to your bottom line.
The data relating to real estate on this website comes in part from the MLS® Reciprocity program of either the Greater Vancouver REALTORS® (GVR), the Fraser Valley Real Estate Board (FVREB) or the Chilliwack and District Real Estate Board (CADREB). Real estate listings held by participating real estate firms are marked with the MLS® logo and detailed information about the listing includes the name of the listing agent. This representation is based in whole or part on data generated by either the GVR, the FVREB or the CADREB which assumes no responsibility for its accuracy. The materials contained on this page may not be reproduced without the express written consent of either the GVR, the FVREB or the CADREB.