How to Convert Online Leads Into Sales

From "Hello" to Closed

The prevalence of online lead generation is certainly good news for real estate agents, but a lead is really just the start of something bigger. Converting those leads into satisfied customers is the real prize. While online leads share many similarities with leads from traditional sources, there are also a few key differences. Understanding those differences will help you make the most of your valuable prospecting time, maximize the return on your lead generation budget, and earn plenty of new real estate business in the process.

Tips for Converting Online Real Estate Leads

• Follow Up Fast – It may be cliché to say "strike while the iron is hot," but in this case the cliché is spot on. The longer you wait to establish direct contact with an online lead, the lower your chances are of converting them. Keep track of the tools that you use for lead generation, and make it a point to follow up with any leads as quickly as you can. Set aside time each day to check and follow up on leads.

• Consider the Source – There are a ton of different platforms for online lead generation marketing and looking at where a lead comes from can help you determine the best way to reply. If a person sends you specific contact information, then you've already got the best way to follow up. If they just drop you a quick "hello" note on Facebook, then by all means follow up on their social channel of choice. Basically, you want to make it as easy as possible to connect.

• Ask Questions and Listen – Asking questions shows that you care about the prospect's unique situation, and listening to their answers will help you come up with a plan to convert. It's also a great idea to encourage the prospect to ask questions of their own. It gives you a chance to demonstrate your expertise and the value that you provide to your clients.

• Set a Signature – Your email signature is like an online business card, and it should be included in every message you send. Include your full contact information, so that leads always know how to reach you in the way that's most convenient for them. With a good signature, every message you send has the chance to generate a lead.

• Keep in Touch – This is a big one. No matter where a lead comes from, it's hard to convert anyone overnight. Just as with any other type of lead, it's important to be persistent without being overbearing. Find excuses to stay in touch, even if it's just to ask if there's anything you can do to help. You want them to think of your name first when it's time to do business.

• Offer Value – Every real estate agent has a unique personality and value comes in many forms. It's important to be reliable, accountable and authentic, no matter what else you do to offer value. Clients are trusting you with a major financial decision, and they want attention to detail. Beyond that, your value comes from the way you do business, your personality, and the expertise you've built over time. Lean on every asset, and show them why you're the right choice.

Online lead conversion is definitely a learned skill, and we're here to help you reach your goals. Contact Delta Media Group to learn more about lead generation marketing, converting leads, and online marketing for real estate agents.

To view the original article, visit the Delta Media Group blog.