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

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Tips for Converting an Online Lead

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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

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