3 Easy ways to convert
internet leads into real-world sales
Any agent or lender worth his or her salt understands that today’s buyers start their home search online. While plenty of attention is paid to crafting a quality website or commanding social media, how do you close the divide between casual online engagement and an actual sale? Consider some of the tips below when it comes to reaching through that computer or smart phone screen and turning a virtual lead into a real-world client.
Be responsive — Immediate results and responses are the norm in this digital era. Though this may not be your cup of tea, it’s essential to be swift in reacting to online engagement, like contact forms, newsletter e-mail signs-ups, or requested quotes. Online leads want answers and attention fast — that’s why they’ve turned to the internet. Do your best to be prompt in your follow-up. Even if the potential client isn’t quite 14
ready to commit, you’ve already demonstrated your readiness to hit the grounding running to earn their business. Don’t let e-mail inquiries languish in your inbox, either. Of course, schedules can get hectic, but the longer you let a lead go untouched, the greater the chance that he or she has already moved on to greener pastures.
Ask open-ended questions — If your digital communication with a potential client has begun to go stale, it can signal a change of heart or mounting disinterest in your lead. To keep your conversation flowing, focus on the client’s perspective and ask open-ended questions. Whether you’re reaching out through social media or e-mail, this approach to agent-client communication can inspire a sense of ease in your lead. Meanwhile, cementing a connection on the personal level, by engaging in a client’s Copyright Featured Agent Magazine
