November 17
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November 17 Presentation Transcript

  • 1. Lead Generation Sales Meeting November 17, 2010
  • 2. Video Buyer Centric Marketing Feat. Corey Steiner
  • 3. Publish, Not Sell
    • Information
    • Educate
    • Provide Valuable information to prospective buyers
    • Think like an editor
    • Thought Leader: Person who is recognized for innovative ideas and demonstrates the confidence to promote or share those ideas as actionable distilled insights
  • 4. Why will they come to you?
    • Create Compelling Content
        • Answer the questions the buyer wants answered
        • Help them solve the problems they want solved
        • Show them how to do the things they want to get done
  • 5. Why will they come to you?
    • Use Multiple Formats
      • Choose a format that will work for your target market– different approaches for different people
        • Hear, See, Read
    • Publish Where Buyers Get Their Info
      • Online, but offline too!
      • Don’t be interruptive, be engaging
      • Answer Questions vs. Pitching
  • 6. Nurture Your Leads
    • HIGHLY personalized content
    • Move them towards a purchase
    • Are your leads ready to buy?
      • “Qualified Lead”
  • 7. Direct Mail
    • Farm Neighborhoods
    • Reconnect with past clients
    • More than once!
    • Send to other agents with your Featured Listing?
  • 8. Promotional Marketing
    • Pens
      • Donate to Restaurants
    • Key chains
      • Ask a locksmith to put on all his work
    • Stickers
      • On mailings, free information, etc
  • 9. Visible, Valuable, Trustworthy
    • Visible: Let them know you exisit!
      • Networking, Online, Get your name in their head!
    • Valuable: “Perceived Value”
      • Unique Knowledge, Niche’ Market, Access to the best listings, Record of Success, FREE/Personalized reports and information
    • Trustworthy:
      • Testimonials, Certifications/Awards, Share Expertise (blog)
  • 10. Engage
    • We have not, because we ask not
    • Ask at point of sale for email, phone
    • Offer Valuable information– for free
    • Ask clients to refer their friends
      • Keep it alive, do something
    • Don’t forget about previous, current customers, and friends and family
  • 11. Innovative Ideas
    • Social Responsibility!
    • T-Shirts with Logo
      • Partner with a cause, such as Habitat for Humanity
    • Farm a neighborhood for your buyer!
      • Send letter to residents letting them know you have a buyer if they are in the market to sell
    • Knock on doors with CMA’s
      • Follow up with Nice to Meet You Card
  • 12. Traditional Methods
    • Networking Events
    • Engage Title/Escrow Companies
    • Send free information!
      • Provided by Chamber, attach sticker with Compliments of “____”
    • Open Houses
    • Use a buyer to prospect
  • 13. Internet
    • Consumers have more information, in control of the process
    • Lead Generation on Website
      • Not always good
      • Misalignment of Incentives
        • Agent: Wants the lead
        • Buyer: Wants to remain anonymous, Gain information
  • 14. Ideas
    • Video- YouTube
    • Article Marketing
    • Blogging
    • Joint Ventures
    • Ad Swaps
    • Forum Marketing
    • Social Media
    • Guest Blogging
    • Banner Ads
    • PPC Search, PPC Content
    • Rent-a-List
    • Webinars
    • Podcasting
    • Software
    • Reciprocal Link Building
  • 15. Questions/Comments