Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

2011 11-9-converting online-leads-wagner-download

801 views

Published on

Tips for Converting an Online Lead

Published in: Real Estate, Technology, Business
  • Be the first to comment

  • Be the first to like this

2011 11-9-converting online-leads-wagner-download

  1. 1. Lead Strategy: Converting Your Online LeadsJovan Hackley Mariana WagnerContent Manager & Agent Trainer Lead Conversion Specialist & Technology Trainer
  2. 2. Who are you? POLL: How are you engaging with your leads ?
  3. 3. Agenda Definitions | Lead Conversion Converting | Lead Research Converting | Lead Capture Converting | Lead Nurturing Q & A | Your Questions about Conversion
  4. 4. Defining Lead ConversionLead = Potential sales contactGeneration = Publicity to get lead’s attentionCapture = Getting Lead InfoNurturing = Handling leads and their infoConversion = Turning a lead into a client/customer
  5. 5. Lead ResearchConverting Online Leads into Clients
  6. 6. Lead Research: What You Need to Know• Who is your lead?• Where did your lead find you?• What are your lead’s primary interests?
  7. 7. Lead Research: Your ToolboxIDX Must Haves• Forced Registration• Control Mechanism• “What” Reports• “When” Reports
  8. 8. Lead Research: Goal Goal: Intelligent conversation that results in a quality conversion.
  9. 9. Lead CaptureConverting Your Online Leads Into Clients
  10. 10. Lead Capture: Why CaptureCapture Benefits• Save time• Create custom experience• Start of Service/exchange
  11. 11. Lead Capture: When to Capture?You Decide: Options• Property Info• Photos• Statistics• Reports Note: Your carrot must motivate -Image: Grant Cochrane / FreeDigitalPhotos.net
  12. 12. Lead Capture: What to Capture?Always capture At some point you have to shake hands• Name• E-mail• Phone Number Image: Ambro / FreeDigitalPhotos.net
  13. 13. Lead Capture: What to Capture?Always capture At some point you have to shake hands• Name• E-mail• Phone Number Image: Ambro / FreeDigitalPhotos.net
  14. 14. Lead Capture: Understanding LeadsGood Information & What does it mean?• Name• E-mail• Phone Number
  15. 15. Lead Capture: Understanding LeadsBad Information & What does it mean?• Name• E-mail• Phone Number
  16. 16. Lead NurturingConverting Online Leads Into Cllients
  17. 17. Lead Nurturing: Follow UpWhen to follow up:• Within 5 minutes• No more than an hour Conversion Likelihood After 10 x’s 1 Hour -LRM Study, 2009
  18. 18. Lead Nurturing: Follow-UpHow to Follow Up• Be Human• Be Persistent• Be Actionable
  19. 19. Lead Nurturing: Follow-UpWhat to include• Who are you?• Property/area reference• Contact info• Why should they call?
  20. 20. Lead Nurturing: Follow-UpWhen to give up on a lead• All Bad Information• “We’ve purchased/sold”• Lead says “Stop”• Signs of incompatibility
  21. 21. Lead Conversion: Goals & expectationAverage Results• Visitors to Registered Leads: 1 – 3 %• Leads to Closings: .5 – 1 %• Closing Goal: 3%
  22. 22. Q&AWhat do you want to know about Online Lead Conversion?
  23. 23. Find Out More Training@Trulia.com www.facebook.com/truliapro www.twitter.com/truliapro www.Pro.TruliaBlog.com Pro.TruliaBlog.com

×