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7 Tips To Convert Online Leads
Presented by:
Bob Corcoran, Corcoran Consulting and Coaching
Twitter: @bobcorcoran1
CorcoranConsulting.com/Blog
Where Buyers Find Their Homes
Internet
Newspaper
Yard Sign
#1 Call Quickly & Frequently
Fast Response95% of prospects are successfully contacted when called within 5 minutes of the lead being received.
That number decreases by 80% for leads called after 10 minutes. That’s only 5 minutes difference!
After 45 minutes, the lead is all but lost.
Sales Statistics
48% of sales people NEVER follow up with a Prospect.25% of sales people make only the second contact, then stop.12% of sales people only make three contacts, then stop.
80% of sales are made on the 5th to 12th contact
Persistence Pays
#2 Email Effectively
The average person receives 147 emails per day.
Truth About Email
That’s almost 50% of emails deleted!
Are your emails being read?
Receive 147
Delete 71
Image courtesy of and full story available at: Http://mashable.com/2012/02/09/boomerang-email-infographic/Data courtesy of Baydin
Building Better Emails
GOOD
BETTER
BESTCompelling Subject Line with a Quick Question & Short Email Message
Quick Question
FOR BEST RESPONSE RATES
Quick Question & Short Message
#3 Use Video
Using Video
● Post videos to your Facebook profile
● Be active on YouTube; set up your own channel
● Use video functions on social aggregators (Digg, Reddit, StumbleUpon)
Using Video
● Shoot your own video blog testimonials
● Highlight your community or interesting people and raving fans
Homes.com Local Ads
DESIGN FIVECUSTOMIZABLE
and
CALLS TOACTION!
OPTIONS
#4 Master Your Time
“If you don’t master your time, it is of a much higher probability that you will become an unconscious slave to people who have mastered theirs.”
- Brandon A. Trean
Master Your Time
● Prioritize ruthlessly
● Identify your big rocks○ Schedule personal time○ Family time○ Prospecting time
● Meet daily with your team
We spend 1½ hours per day being distracted, or looking for something. That’s 7½ hours a week almost an extra day!
Ideal Weekly Schedule
Leverage Your Time.
PLAN Your Work &
WORK Your Plan!
#5 Prospect With Intent
Prospecting With Intent
● Highest Priced Leads
● Referral Leads
● Want to move in under 30 days
● Indicated they do not own a property
Best Time to Call
#6 Know Your Numbers
Have Goals
Sales Goals
Don’t be afraid to
think BIGGER.
Minutes Called: 7,696,603
Commission per Hour $2,441.06
#7 Know Your Market
Median Age of Generations
Year Born Age in 2012 Percent in Category
Median Age in Group
Millennial/ Gen Y / Gen Next: 1980-2000 34 & Younger 28% 28
Gen X: 1965-1979 35 to 49 31% 39
Younger Boomers: 1955-1964 50 to 59 18% 53
Older Boomers: 1946-1954 60 to 68 14% 62
Silent Generation: 1925-1945 69 to 89 10% 71
G.I. Generation: 1900-1924 90 & Older <1% 90
"There are no price objections, only value
questions."-- By a great sales trainer
Homes.com Local Ads
DESIGN FIVECUSTOMIZABLE
and
CALLS TOACTION!
OPTIONS