The section below actually was linked in my e-mail from the on-line REALTOR® Mag. It came from an article titled 6 Best Practices for Online Leads, I am just a bit curious, what do you think about it? Do people that actually supply you their phone numbers in an on-line form expect that you won't call them. Do you think this author has it correct by suggesting not to bother them by dialing them up?
I just spent the better part of the week in New Orleans with my Keller Williams Family Reunion and I have to tell you that this contradicts most everything I heard, and have been doing. If I get a phone number, I am calling them. If I don't get to them within 5 minutes, I believe I have missed an opportunity.
So, I am interested to know what do you think?
Below is the sited excerpt from Realtor® Mag
Best Practice #2: Don’t Call Them
If you've somehow acquired a prospect's phone number and you're tempted to pick up the phone, stop yourself. It’s generally a bad idea. Why? You risk driving that potential client away because in all probability, he or she just wanted information, not a salesperson trying to set up an appointment.
Most human beings feel vulnerable and defensive when they’re on the phone with a salesperson with whom they don’t have a relationship. That’s one reason why Internet is such a popular place for prospects’ to gather information before speaking to a real estate professional.
So, is it ever appropriate to call an online prospect in response to an online inquiry? Yes, there are a couple of exceptions.
- If the prospects explicitly ask you to call them and provide their phone number.
- If it is clear that the lead has come directly from your highly targeted Web site, and the prospects offered their phone number voluntarily (in other words, they were not forced to reveal it in order to access information on your site or order a report).
It’s so important the lead comes from your highly targeted Web site because then it’s more likely they’ve already learned about your business and have started trusting you. That’s a contrast from most inquiries from third-party lead generation services or “one size fits all” sites are actually quite cold.