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When Dealing With Internet Leads Be A Resource Not A Salesperson

Reblogger Jeff Gray
Education & Training

Here's some great advice for anyone who works with leads from the internet!  I think the thing to remember is that you have to put yourself in the shoes of the person on the other end of that email or phone call.  If you really hate it when people call you and/or spam you with pushy sales stuff, you can't expect your potential clients to love it.  Man, it's like that Golden Rule thing has some truth to it or something...

Original content by Bryant Tutas BK607690

tutas towne realty

Hi folks. Today I want to write a little bit about Internet leads and how I handle them. Hopefully this will gove you some ideas you can implement in your own business.

Having been in sales of some sort most of my life the most important thing I have learned is...do NOT sell folks. My job as a "salesperson" is to persuade people to make decisions that are beneficial to them and to me. TLW says I am a manipulator. She's wrong. I am a persuader.

You must remember folks searching on the Internet are after information. This is VERY important to understand. They do NOT want to be sold. If you try to sell them the game is over.

Your response back to an Internet inquiry should be designed to:

  • First and foremost....answer their questions.

  • Provide additional information.

  • Be non intrusive.

  • Build trust and likability.

  • Invite further interaction.

  • Let them know you will be following up.

Now folks, having a blog goes a long way to achieving these goals.

The key is to get your information in front of them without selling. What this does is create a non threatening environment where the consumer can get the information they are searching for without feeling like they are being sold or coerced into dealing with a "salesperson" when they are not ready.

You want to be a resource. A source of information that the consumer sees as valuable. You want them to feel comfortable enough to come back. And they will come back if you have the information they are searching for.

If you have spent any time at all reading my blog, then you know, that I rarely sell my services. I don't have to. When the consumer reads my posts they are getting valuable information. They contact me because I am giving then this information with no strings attached, it's free for them to use as they choose.

Also remember, folks are on the Internet searching not only because they want information but because they want it quick. If you do get an inquiry you must respond immediately. If you don't respond instantly or at a minimum within a couple of hours you can be sure they have moved on.

If you are not set up to respond to inquiries quickly you may have to set up an auto responder. If you do just make sure the response is not too generic and is giving them information. Don't use the "out of the office will respond later" thingie. Your response, at a minimum, needs to be friendly and have additional links in it to keep them busy until you can get back with them. You will have more success converting Internet prospects by sending them "anything quickly" than sending them "something more comprehensive" later.

I hope this helps. Any thoughts?

short or stay

Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.

Want to find out more? www.CentralFloridaShortSales.com

***I am NOT an Attorney nor do I play one on TV. Click the button below for my Bio.

The BIO for Bryant Tutas


 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Winderemere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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John G. Johnston
John G. Johnston & Associates, LLC - Westcliffe, CO
An Exclusive Buyer's Agent ~ Westcliffe, CO

Jeff  How true.  I only work for buyers so I don't have listings.  My job is to educate buyers so they can make knowledgeable decisions.  After building trust and likability I work to provide data.  That builds knowledge and leads to an educated decision.  I tell my clients I'm just a tour guide until they start jumping up and down.  Then, I go to work.  Great blog....thanks!

Dec 10, 2012 09:18 AM
Jeff Gray
Seattle, WA

Thanks John!  I wish I could say that it was my material, but Mr. Bryant Tutas did all the heavy lifting on this one.  I've had the pleasure of helping real estate agents generate internet leads for a little over a year now and I think Bryant did a wonderful job of outlining what agents need to do when they contact those leads.  

Dec 11, 2012 05:10 AM
Beth and Richard Witt
New York, NY
The best Retired Brokers !!!!

Hi Jeff .... I had to stop by and wish you and yours a Merry Christmas and a Happy, Healthy, Prosperous  New Year .

Also thank you for all the help you sent our way this year...

Beth & Rich

Dec 24, 2012 01:37 AM