2011 11-9-converting online-leads-wagner-download
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2011 11-9-converting online-leads-wagner-download
- 1. Lead Strategy: Converting Your Online Leads Jovan Hackley Mariana Wagner Content Manager & Agent Trainer Lead Conversion Specialist & Technology Trainer
- 2. Who are you? POLL: How are you engaging with your leads ?
- 3. Agenda Definitions | Lead Conversion Converting | Lead Research Converting | Lead Capture Converting | Lead Nurturing Q & A | Your Questions about Conversion
- 4. Defining Lead Conversion Lead = Potential sales contact Generation = Publicity to get lead’s attention Capture = Getting Lead Info Nurturing = Handling leads and their info Conversion = Turning a lead into a client/customer
- 5. Lead Research Converting Online Leads into Clients
- 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. Lead Research: Your Toolbox IDX Must Haves • Forced Registration • Control Mechanism • “What” Reports • “When” Reports
- 8. Lead Research: Goal Goal: Intelligent conversation that results in a quality conversion.
- 9. Lead Capture Converting Your Online Leads Into Clients
- 10. Lead Capture: Why Capture Capture Benefits • Save time • Create custom experience • Start of Service/exchange
- 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. 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. 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. Lead Capture: Understanding Leads Good Information & What does it mean? • Name • E-mail • Phone Number
- 15. Lead Capture: Understanding Leads Bad Information & What does it mean? • Name • E-mail • Phone Number
- 16. Lead Nurturing Converting Online Leads Into Cllients
- 17. Lead Nurturing: Follow Up When to follow up: • Within 5 minutes • No more than an hour Conversion Likelihood After 10 x’s 1 Hour -LRM Study, 2009
- 18. Lead Nurturing: Follow-Up How to Follow Up • Be Human • Be Persistent • Be Actionable
- 19. Lead Nurturing: Follow-Up What to include • Who are you? • Property/area reference • Contact info • Why should they call?
- 20. Lead Nurturing: Follow-Up When to give up on a lead • All Bad Information • “We’ve purchased/sold” • Lead says “Stop” • Signs of incompatibility
- 21. Lead Conversion: Goals & expectation Average Results • Visitors to Registered Leads: 1 – 3 % • Leads to Closings: .5 – 1 % • Closing Goal: 3%
- 22. Q&A What do you want to know about Online Lead Conversion?
- 23. Find Out More Training@Trulia.com www.facebook.com/truliapro www.twitter.com/truliapro www.Pro.TruliaBlog.com Pro.TruliaBlog.com
Notas del editor
- So here’s today’s agenda: We’ll be coveringAgenda1. A basic overview of Trulia and why it’s valuable2. Ways you can use Trulia to Show You’re an Expert3. How you can use Trulia to Market property4. Trulia as a Lead Generation ToolAnd we’ll end with a few links to get you more info on some of the tools we’ll talk about and a short Q&A session for those of you looking for more info.