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What is your leads to clients conversion ratio?  I.E., for every 10 leads do you get 1 or 2 new clients.  Or, perhaps you get a new client after 12 or 15 new leads.  You are spending your time and money for new clients, so it is important to make every lead you receive counts towards becoming a client.

Each lead received is a person letting you know they are interested in what you are offering and/or providing.  Therefore, you must treat each lead with the proper due care.

Research conducted for lead generation, including online internet advertising and direct mail, shows that people are clear about how they want to do business with you.  You want to make sure you are listening and responding correctly.

some of the research comments includes:
  ..... I emailed a real estate agent for information and asked that they email me the information.  Instead the person called asking lots of questions.

... I have sent an email about a property I saw on the broker's website.  I never heard anything back from anyone.
 

So how do you make each of your leads count?

1.  Respond Appropriately  --  You should NOT call when you have been asked to email.  When a home seller sends you an email and ask for further information be emailed to them; you should email them the information before making any additional contact.

2.  Respond Immediately  --  When you are contacted, that means the person is actively engaged right then and there in the process.  At that moment they are making decisions.  You want to be talking with them as they make those decisions.

3.  Make It About Them  --  Leads are looking and evaluating their options.  They want to know if you can help "them" for "their" situation.  You should use specific language that directly pertains to them; for example:  your home may sell for that price; however, if you need to sell in the next 60 days let's set it at ...

4.  Tell Them You will Follow-up  -- Let the lead know that you will be following up with them.  Ask for their email address if you do not already have it. This way the lead is not surprised when they start to receive email from you.

5.  Follow-up with Value  -- Whether you are personally sending an email or using an email campaign, make sure you are providing something of value to the lead.  This can be news about the housing market, house prices, home repair ideas, financing, etc.  People will read things that are of interest and value to them.

Take advantage of technology, and use a system that helps you to manage your leads and follow-up activities.
 

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