Lead Conversion
The success we have converting our guests (leads) into clients is through the telephone. We all know that consumers are searching for homes on a multitude of web sites. Now when I get a call off my blog, they usually start by saying, “I’ve been reading your blog”.
My next question is, “great, which one?”
Silence….
So much for knowing which one, but that’s fine, they called me first.
There is a Difference…
There is a difference when someone visits your web site and sends in a request to see a house, asks for a CMA, or has just registered to view ALL the listings. If they have sent in an email request, this is what I have found to be the most effective way to communicate with them when you first call them. We’ve talked before about the importance of being the first to contact a home buyer or seller, so let’s build on that…
The most important part of this equation is that you do not throw out (vomit) a bunch of Realtor speak, especially if you have to leave a message.
Realtor Speak would be:
“Hi, this is Christa Caulk, from the Missy Caulk Team at Keller Williams Realty in Ann Arbor. We noticed you were visiting our web site, Search Ann Arbor Houses, is there anything we can help you with?” TOO much information until there is a connection.
They Don’t Care About Your Vomit
They don’t remember what web site they were on, they don’t care who you are, and they don’t care what company you belong to. That’s why I call it vomit; you are regurgitating a bunch of junk to them and they just don’t care.
Make the message short and to the point.
“Hi, this is Christa; you were on my web-site looking at houses, how can I help you?”
If they are not home, the message is similar to this.
“Hi, this is Christa, my cell phone number is________ I’m going to shoot you an email with my contact information so if you need anything, give me a shout.
Can You Differentiate?
Hear the difference? One is short, to the point, not intimidating, friendly and helpful. The other one is verbiage going in one ear and out the other one. There is plenty of time to give them all the blah, blah, blah once a relationship is formed.
Think about when you go to an event and meet new people. How many people do you meet in person that you tell them your name, you who are and what you do, when you are introduced ?
Try it. I think you will be surprised how many more people call you back.
I recommend not vomiting all over your guests (leads) on the first contact.
