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What Visitors Want to Know BEFORE They Give up Their Email

By
Services for Real Estate Pros with Second Self Virtual Assistance

Lead Capture - What People Need to Know Before Leaving their Email AddressGetting an email address from a prospect is essential to internet marketing success. It almost guarantees that you will be the one they contact when they are ready to use your services. People tend to be a little timid of giving up their email information in fear of getting bombarded with useless emails in which they have no interest. With Internet marketing being what it is, people get far too emails already.

So, how do you get someone to trust you enough to sign up to your email list? Here's three essential things they need to know.  

  • What's in it for Me? - If someone knew they would be getting something of value that they are really interested in, they'd probably sign up for your list. However, if you're offering information on bird watching and they're not interested, they definitely won't sign up.

Craft a great offer. Make sure they know that when they sign up, they'll be receiving something of value as well as something that they're interested in. The higher the perceived value, the more likely people will be to give you their name and email address.

  • Who the Heck are You? - With so many "experts", how do they know who to trust? Visitors want to know what sets you apart from everyone else and why they should believe your expertise claim rather than someone else's.

Showcase your experiences, qualifications and results. Letting them know what you've done in your career gives them the security to leave you with their information.

  • Spam is for Eating - Prospects want to know what you'll be doing with their email once they give it to you. Will you be selling it or emailing them daily with useless information? Or, can they count on you to give them good quality content once or twice a week?

The bottom line is they want to know they can trust you enough to give them the positive experience you've promised. Add a couple of lines telling visitors you'll never spam, their information will never be sold and that they will only receive your emails as frequently as you stated.

Let email prospects know what they'll be getting, why they should listen to you and what you'll be doing with their email address. When visitors feel secure about these three things, your conversion rate will increase.

Comments (48)

Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Thanks, Gay, for your response.

Aug 02, 2013 12:33 PM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

That's great information, Jim.  Thanks for the links.

Aug 02, 2013 12:34 PM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Hi Mitch - I never thought of not putting a phone number on the business card.  Certainly would weed out the looky loos.

Aug 02, 2013 12:35 PM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

You're absolutely right, Jim.  That's why building trust is so important.  I personally feel it's professional suicide not to be honest and trustworthy.  The ones you mention will get found out eventually...I hope.

Aug 02, 2013 12:37 PM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Hi Joan - Regarding the phone numbers...you could set up your forms so people have to add their phone number. 

Aug 02, 2013 12:38 PM
Jane Chaulklin-Schott
TEAMCONNECT REALTY - (407) 394-9766 - Orlando, FL
TeamConnect Luxury Homes - Orlando, Florida, 32836
Interesting and important topic, Pamela, and certainly one in which we all deal. There is an overkill on emails and there just is not enough time in a day to take them seriously. Unfortunately, I believe we all delete some really good emails. Had a few professional people instruct me to use my first name in the email 'subject' box. Just a precaution to avoid being deleted. One gentleman/buyer was a very prominent and busy doctor.
Aug 02, 2013 01:44 PM
Kim & Kristine Halverson
Sotheby's & Knipe ERA - Bend, OR
Sisters, Realtors

Great topic Pam.  I don't like spam from open houses or blog comments.  Spam is spam!  Kristine :)

Aug 02, 2013 03:26 PM
Eric Fischer
Coldwell Banker Pioneer Real Estate - Moreno Valley, CA
Moreno Valley, CA Realtor

I agree with everything is your posts except that Spam is for eating. ALL Spam belongs in the trash. Lol

Aug 02, 2013 03:52 PM
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M
Pamela - The amount of email we receive can be utterly overwhelming.
Aug 02, 2013 03:56 PM
MichelleCherie Carr Crowe .Just Call. 408-252-8900
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years
Yes if there isn't any benefit for the potential client why would they ever give their email.
Aug 02, 2013 04:03 PM
Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

Pamela, while the vast majority of buyers start off on somebody's web site, I'm not convinced that's where they actually find their agent when it's time.  Also, nearly everyone I encounter has the "special" free email account that they give out so they can funnel all of their real estate spam to something other than the email account they actually use.  Spam is just out of control, and almost half of mine comes from real estate related sources. 

Aug 02, 2013 09:57 PM
Bill and MaryAnn Wagner
Wagner Real Estate Group - Ocean City, NJ
Jersey Shore and South Jersey Real Estate
Excellent advice Pamela. In my experience, the people who sign up on our websites want to receive only what they subscribed for, listing alerts. If you send the an email directly related to their feed it's fine. If you start sending them additional emails they will generally unsubscribe.
Aug 02, 2013 10:53 PM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Good advice, Jane.  Thank you for sharing.

Aug 04, 2013 08:08 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

I guess spam is a two-way street, Kim and Kristine.  We don't want to send it and we don't like getting back email information either.

Aug 04, 2013 08:10 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

LOL, Eric.  I think many Hawaiians might disagree with you. 

Aug 04, 2013 08:11 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Yes, it can, Christine.  We all spend a good portion of our mornings sifting through the good, bad and ugly emails.

Aug 04, 2013 08:12 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

I don't think anyone would, Michelle.  Thank you for commenting.

Aug 04, 2013 08:12 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

That gives another gold star to cultivating lists that have contacts who are actually interested in what we have to say.  Maybe changing real estate words could make your email bypass those spam filters.

Aug 04, 2013 08:15 AM
Pamela Cendejas
Second Self Virtual Assistance - Kingman, AZ
Second Self Virtual Assistance (928) 692-3235

Hi Bill - I think people appreciate good quality information.  They just done want to be bombarded by it.  Your point, too, is well taken.

Aug 04, 2013 08:17 AM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Interesting post, Pamela Cendejas and I believe we do provide all three elements you noted in your post. So tell me; why do visitors to our site after using all the services we provide free of charge, still give us bogus information when it comes time to 'pay-up'? Just looking for your take on this phenomenon!

Oct 08, 2016 09:32 PM
Pamela Cendejas

Sandy Padula and Norm Padula, JD, GRI NMLS#1483386 - My guess is that they weren't really ready to talk with you when they took advantage of your website's freebies.  Have you tried creating a registration pop-up after a certain length of time?  Or, you can let people know that your freebie will be emailed to them and advise them to check to make sure they have provided their correct email address.  I've recently noticed a couple of places that can actually detect if the email is bogus.  I think it's something new and I haven't found out yet how they do it.

Oct 11, 2016 05:46 AM