Are you making the most out of your leads? More importantly, are you achieving a successful lead to sales conversion rate?
Many of us spend a good deal of time and energy actively going after Internet leads and concentrating on Internet marketing, but then what?
If you don’t have a system for converting to your Internet leads to sales then you are not getting the most value out of your leads. What you need is a comprehensive, tried-and-true system for converting those leads into sales.
In particular, if you are not converting at least one out of 50 leads into a sale then your strategy for converting leads is likely not adequate.
Savvy real estate agents know that 80 percent of all home buyers will head to the Internet at one point or another to view homes or facilitate their home search. It is during this time that you need to snag your customers and retain them. Here’s how to do just that:
- If your customer provided you with their phone number then by all means contact them! Being able to talk to a customer over the phone allows you to communicate your thoughts and ideas to them. This also allows you to understand their wants and needs at any given time. A phone conversation can allow you to immediately gain credibility and value with your customer.
- If you can’t reach your customer during the first or second try, don’t give up. Your persistence will surely pay off.
- If an individual asks questions or asks for information, reply to them as soon as possible, either by phone or by email. Responding in a reasonable amount of time gives you instant credibility and sets you apart from many other agents in the industry.
- Be prepared to prove yourself to your customers. In other words, be prepared to let your customers know about your experience, in the industry as well in their area, and about your accolades, including sales records, awards and community involvement.
- Bend to your customer – don’t expect the customer to bend to you. One of the best ways to see a lead move to a sale is to simply accommodate your customer. Move your schedule to fit theirs, not the other way around. Your thoughtfulness and consideration will not go unnoticed.
- Understand the buying or selling cycle of your customer. Know that your buyer or seller may be in the early stages of buying or selling their home, and will likely not have secured an agent yet. This knowledge can prove to be incredibly useful for many agents. However, it also validates the fact that you must remain diligent with your customers if you expect a healthy lead to sales conversion.
For example, if your buyer or seller is still in the early stages of the process, don’t simply forget about them because they aren’t actively buying or selling their home at the present moment. Instead, stay in touch with them and maintain a relationship with them so that they will automatically have a contact point to go to when in fact they are prepared to buy or sell a home.
