This was the topic of our webinar this week and I thought a recap of the training would be good. There are several topics we discussed:
1. Lead Capture Pages - these pages are used to collect information from your target audience in exchange for something of value. Recently I conducted my own research study on realtors who use Google Ad Words. I did a search on "home for sale in Myrtle Beach". Then I clicked on the paid ads (the ones on the right hand side of the page.) To my surprise, very few ads had a place to capture information from the person - me - visiting the page. In my opinion, they just wasted their Goodge Ad dollars.
- Relocation Guilde - our local chamber provides these for free.
- Free consultation - make sure that you intent is not to "sell" the person on buying or listing with you, simply to provide good advice on what to look for, what to expect in today's market, etc.
- Newsletter subscription
- E-book or "How-To" whitepaper. Examples: How To Eliminate to Hassles of Relocation, Five Things To Look For When Buying a Home, First Time Home Buyers Guide, How to Pick a Good Appraiser, Home Inspector, Pest Control Company, etc. Check out Elayna's ActiveRain blog on creating ebooks.
So how do you create a lead capture page? A program that I highly recommend is Oprius. This is a contact manager, Autoresponder and Lead Capture all in one package for a whopping $14.95/month. For a complete breakdown of how to create a lead capture page with Oprius, visit our training site and listen to this weeks webinar (the password is training.) We walk you through the program and show you how this is done.
2. AutoResponders - These are automated emails that keep your target market current on what you have to offer them. The can be part of a contact management program or stand alone systems. Make sure that you are not just selling in your emails (this is called spam.) Give something back. You can do a "tip of the day". Take your five or ten things in look for in "x" and break it down into daily or weekly emails.
Oprius has a relationship builder that allows you to set up steps to be done with each person. This could include emails, phone calls, appointments, and to-do's such as correspondence. You set up the task and the frequency. So you not only have your email autoresonder with the emails, but a complete client follow-up system. The relationship builder is attached to a group, so you can have a different set of follow-up tasks for a prospective buyer than a prospective seller. You could also put your referral sources on a relationship builder campaign. When you add a new contact to Oprius, you assign them to a group and the relationship builder kicks into action.
Some stand alone autoresponders are iContact, Constant Contact, AWeber and GetResponse. If you do not need a contact manager, you can use one of these programs to set up a series of email responses. The cost is usually based on the number of contacts you have in the program and the frequency of emails. Each program offers a free trial period for you to try it out.
3. Card Campaigns - like automated emails, cards or post cards can be set up to go out at regular intervals. Using a program like SendOutCards, this is easy to accomplish. Watch our webinar from this week for a complete walk-through on how to set up a card campaign.
4. Video campaigns - these are fairly new to the marketing mix. I personally do not have experience with this aspect of market (yet). Two sites that I recently heard about that allow you to set up video campaigns are TubeBlasterPro.com and FriendBlasterPro.com. An associate of mine, Dexter Mitchell, has agreed to do a webinar on creating and using videos in your marketing. Keep an eye on my blog for the dates and times of this training. You can also sign up on our site to receive notices when our webinars are offered. Or you can use the form below to be added to our email list!
Of course you will also throw personal contact by phone and in person into the mix. These are just ideas on things you can add to your follow-up that can be automated. Make sure that you use a variety of ways to reach out to your prospects and keep them informed. I am sure many of you can comment on someone you came in contact with a year or more in the past and are just now working with. It takes time and patience to fill your sales funnel. Automating as much of the process will save you time and money.
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