2 minute read
3 Easy ways to convert internet leads into real-world sales
from Januaary 2022
Anyagentorlenderworthhisorhersaltunderstands that today ’s buyers start their home search online. Whileplentyofattentionispaidtocraftingaquality 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-worldclient.
Be responsive —Immediateresultsandresponses arethenorminthisdigitalera.Thoughthismaynot beyourcupoftea,it’sessentialtobeswiftinreacting toonlineengagement,likecontactforms,newsletter e-mail signs-ups, or requested quotes. Online leads wantanswersandattentionfast—that’swhythey ’ ve turned to the internet. Do your best to be prompt in yourfollow-up.Evenifthepotentialclientisn’tquite 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.Ofcourse,schedulescangethectic,but thelongeryouletaleadgountouched,thegreaterthe chancethatheorshehasalreadymovedontogreener pastures.
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Ask open-ended questions —Ifyourdigital 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
While online leads can feel abstract, or too distant and anonymous to cultivate into real-world sales, don’t be discouraged. The internet is a powerful tool and there are no ends to the possibilities in attracting potential clientele.
interestsandpassions,canforgeabondthatgoesbeyond the computer screen. This will make you far morememorablethanthosewhoareonlyfocusedon onething:thesale.Becurious,engagegenuinely,remember that the lead on the other side of the screen is a person just like you.Authentic interest and personalized care can showcase a personality that any clientwouldlovetoworkwith.
Follow up, then follow up again —It’seasyfor messagestogetlostintheendlesscorridorsoftheinternet.Emailsgetoverlookedininboxes,socialmedia messagesarereadandforgotten.Don’tconsiderafollow-up e-mail, text, call, or message a nuisance. It takesafewtriestoestablishalineofcommunication with a potential online lead. The caveat is this: don’t flood your would-be client with endless, automated messages, or communication that reeks of the unprofessional — think messages sent at odd hours, filled withtypos,missingyourprofessionalsignature.Asalways,bemindfulinyourcommunicationandendmessages on a positive note, while putting the ball in his or her court. Demonstrate that you ’re committed to theirbusiness.Oddsare,they ’llberemindedwhythey wereinterestedinyourservicesinthefirstplace.
While online leads can feel abstract, or too distant and anonymous to cultivate into real-world sales, don’tbediscouraged.Theinternetisapowerfultool andtherearenoendstothepossibilitiesinattracting potentialclientele.Allyouneedistherightapproach whenitcomestovirtualcommunication.
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