Closing your online leads may seem daunting, especially since it's a numbers game. For example, if you bring in 50 leads, a majority may be uninterested or unresponsive. However, approximately 12 will show interest, and out of those twelve, you may get one conversion, which is completely normal.
The following month, you may have another 50 leads integrated into the system (from your Elevate site), compounding to approximately 100 leads and contacts. Another 12 will show interest, bringing your interested leads to a total of 24. You may get one more conversion, giving you 2 solid leads that will end up closing with you. The process will continue, compounding your leads and contacts, until you've created a solid base that you can continue to draw from.
While that may seem simple enough, there is a hidden component to successfully closing your online leads: Followup.
When a new lead funnels through your site and into your CRM, you'll want to contact them as soon as possible. The followup schedule should mirror: One (1) new contact/lead gets a total of 12 emails, calls and texts over 14 days. That's a grand total of 36 touch-points in two weeks. This method keeps you top of mind for your prospective clients when they're ready to purchase or sell their home.
If you have the time or the staff to work through the unresponsive leads on your own, start there. If not, try Elevate's lead scrubbing service, Hire Aiva. This service will immediately text and email a new contact or lead to determine if they're interested or simply browsing. If they are actively searching for property, they'll be marked as an interested prospect. You can then begin building your relationship and move them forward in their homeownership or home selling journey.
Remember, if you have the budget, go in fast when procuring and cultivating your leads. You want to pull in as many as possible and taper off later if you need to catch up. Filling the funnel early on will help you compensate for any attrition that may happen during the life of your business.
- Lead Generation is a numbers game.
- Weed through the uninterested or unresponsive first.
- Hire Aiva can help.
- Stay on top of your followup - 12 emails, phone calls and texts sent over 14 days.
- Build rapport with your prospective client and monitor their interests via the Elevate CRM.
- Lead your new client through their home journey.
- Seal the Deal - and build your client base.
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