My Strategy of Internet Lead Conversion is To Be Me!
COLD CALLING – YUCK!
I’ve been working leads since Day 1 in the Real Estate Business. At the beginning, I definitely had the sweaty palm syndrome. I would procrastinate making the cold calls, talking to friends at the office. Finally, I would bite the bullet and start making the calls.
WHAT IF THEY ARE MEAN TO ME?
I’ll be honest. I don’t like to be on the receiving end of these types of calls, so I was totally cool with people not responding nicely. After all, life is short, right?!
Here’s a question for you: IF YOU ARE NOT COMFORTABLE WITH CALLING PEOPLE YOU DON’T KNOW, THEN WHY WOULD THEY BE COMFORTABLE SPEAKING TO YOU? Yes, I understand that you have to push yourself and do things that you wouldn’t normally do. I am all for stretching my comfort zone!
After a while of dealing with these calls, I decided to re-think my strategy. While I could make the calls more comfortably, I still wasn’t getting the results that I wanted. I thought to myself, “If I were one of these leads, what type of information would I like to receive?”
I NEEDED TO BE MYSELF!
I found myself thinking that it would be helpful if I could offer guidance without being pushy. So, instead of cold calling, I started sending daily emails with information on the types of properties each lead was looking for (I could tell from the data that they had input on this program). I’d let them know about different parts of town where these properties and price range could be found. I even sent different market analysis information if it seemed they had narrowed down a specific area and price range. I NEVER gave a lead the “hard-sales-strategy” push. Rather, I GAVE THEM THE TIME AND SPACE TO SELECT ME THROUGH EARNING THEIR TRUST AND RESPECT!
JUST LIKE A FRIENDSHIP, IT TAKES TIME TO BUILD A RELATIONSHIP!
This new strategy really made all the difference. Those who had not sent me fake emails starting warming up to me. They started responding to my emails. They asked questions. After a few email exchanges, I would ask them if it would be ok if I called them. They usually responded with a yes and, at that point, I could start working on helping to find them what they wanted and needed in regards to real estate. Did it work INSTANTANEOUSLY? No. IT TOOK (AND CONTINUES TO TAKE) TIME.
I WILL CONTINUE TO BE ME!
This strategy has worked well for me over the past few years. I will continue to convert leads this way. I think it has been successful because I act like MYSELF – someone who really likes people and wants to help them – instead of a SALESPERSON, who can be less than genuine and uncaring.
For other methods of converting internet leads, be sure to check out giftofshift.com/activerain where you can purchase a limited edition hardcover of Gary Keller’s book SHIFT, which comes with a free version of the eBook Soci@l: Attract Friends, Followers and Connections to Your Business, written by Ben Kinney and Jay Papasan (in which Ben shares his ‘ten days of pain’ lead conversion method) as well as free audio versions of Millionaire Real Estate Agent and Millionaire Real Estate Investor all for $19.99.