In this post, I'm going to give you an overview of the online sales process, how you can start using it, and a sneak peek at the "end game".
First - realize something immedeately - the internet is the television and radio broadcast station of the 21st century. Read that again. It is SO important.
In the past, you had to have big bucks, licenses, and lots of expensive equipment to broadcast anything to an audience. Now? All you need is a computer, an internet connection, and a camera or microphone.
In other words - YOU are the station manager, the advertising director, the production manager and the sales person all wrapped in one. I'll admit, that's a lot of hats to be wearing but it CAN be simplified.
Yes - there's a few new skills you need. However, once you master them and start using them, you'll be putting up your own video ads in no time. I can record, download, edit, save, and upload a 5 minute video in about an hour. You can, too with a little patience and practice.
So, without further rambluing, here is the online sales process in a nutshell with some of the details...
1) Optimize pages or blogs for exact keyword phrases that potential buyers and sellers will do searches on in the search engines. Just as an example for my area: "Birminghams Best Real Estate"
If you search on that phrase here are the Google Search results:
The first "ORGANIC" or free search result is mine. The top 3 results are people that are paying to have their ads there. Mine is FREE. That's the first step is to find some keyword phrases that do not have tons of competition so that your blog or page will show up in the top 5 on Google.
2) What to have on the page? As simple as this sounds, it's one of the hardest parts. You have to get inside the mind of the surfer and try and imagine what they are actually looking for. With the search phrase "Birmingham's Best Real Estate", I had better have some of the best real estate in Birmingham on that page.
But I also need something else - an irresistable offer that the surfer can take advantage of by giving me their name and email address. What would that offer be? An example in this case might be "Get a complete list of the Best Homes in Birmingham complete with Photos and Virtual Tours". The way to detail what the prospect would get is to do a short video explaining exactly who you are and what they can expect if they fill out the form and click on submit.
This page is your "landing page" for the particular keyword phrase that we used. NOTE: Different keyword phrases require different landing pages. The searcher is searching for something different and you have to give them EXACTLY what they search for.
This is called a "message to market match". The better your page or blog SPECIFICALLY addresses what the searcher is searching for, the more leads you will capture.
3) Followup is the key. Once the prospect gives you their name and email, you must have a pre-set sales process in place that includes emails that offer good helpful content, and also emails that link to videos of YOU describing part of the home buying or home selling process.
The online sales process is a PROCESS. There is no "see my web page, see how great I am, now call me". If you think that's going to happen, I have a few bridges you may want to buy...
To give you an example, the first email that is sent by your autoresponder should be something like "from (yourname) to Samantha... more Homes in B'ham"
That subject line is related and conforms with the original search phrase and also personalizes the message. It tells the prospect who you are and what they may find in the email. The prospect is MUCH more likely to open the email because it has their name in the subject line and also provides an immediate benefit to them: more Homes to look at.
4) Build up to the close. The ultimate goal of your sale PROCESS is a phone call from the prospect - never, ever forget that. You have to structure your emails and videos so that they follow this step by step process: A I D A
Get their Attention, then build their insterest up in your services. Your services make things easy for them, take out the stress, and remove the mystery from the buying or selling process.
D stand for desire. in your video messages, your offer of services must be so compelling that they begin to want to use you and no one else. You'll have to script your own video or audio for this one, there's hundreds of ways to do this.
And the A stands for Action - the action you want them to take so that they can begin the buying or selling process with YOU - that action is a phone call for an appointment.
This 4 step sales process is what we actually do in the real world. The internet allows us to automate every single part of it. Does it take some time to set up? Sure it does. But here's the KEY... Once you set it up, it runs on autopilot... F O R E V E R.
You can get 14 of the best online tools to help you get started right now at www.RealEstateRocketFuel.com
There's even a free audio recording program there. Hope this helps!
Mike
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