November 17

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November 17

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

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