Who Wins in Internet Lead Conversion?
- The Hare
- The Tortoise
Actually, the correct answer should be a Team. You need the quick start and repose of the Hare and the persistent and consistent follow up of the Tortoise.
- Hare - The quicker you respond to an Internet lead, the more likely that you will catch
the prospect and be able to do business with them. The contact should be called or if there is no phone number, they should receive an e-mail within 5 minutes. I recommend that the lead go directly from the Internet into a Treo, iPhone, Blackberry, etc. Many people do not like auto responders and leads are expensive so it is smart to try and respond individually. If it is in the middle of the night, an auto responder is acceptable. My first contacts are low key with no hard sell, I want them to view me as a person that is professional and courteous. And very important --- respond to them. - Tortoise - Here you need to SHIFT gears and work consistently and
persistently. Use a system and enter the prospect into your database. As Winston Churchill said, "Never, never, never give up." I have had clients that I kept in touch with for four years before they made a purchase. Keep in contact with timely and personal messages.
Remember, the Team of Tortoise & Hare: the hare catches their attention immediately and the tortoise keeps their attention for months or more.
"For other methods of converting Internet leads, be sure to check out giftofshift.com/activerain where you can purchase a limited edition hardcover of Gary Keller's book SHIFT, which comes with a free version of the eBook Soci@l: Attract Friends, Followers and Connections to Your Business, written by Ben Kinney and Jay Papasan (in which Ben shares his 'ten days of pain' lead conversion method) as well as free audio versions of Millionaire Real Estate Agent and Millionaire Real Estate Investor all for $19.99."
Comments(8)