The process of turning leads into clients ebbs and flows. You will find yourself with an abundance of leads at certain times, but there will also be an inevitable off-season in which you will need a solid plan of action (that can be used during both the busiest and slowest times) to ensure you make the best impression, and turn that client into a lead!
Here are a few tips to bring your action plan to the next level!
- Cover all of your bases on day 1
Responding to your lead as quickly as possible from the initial period proves you're invested, while keeping them engaged.
- Make an introductory phone call to your lead and answer the questions they initially requested.
- Determine your client's preferred method of contact. With today's technology, many prefer the convenience of a text message or e-mail over a voicemail.
- Send an e-mail after leaving a voicemail. Nowadays, people tend to check e-mail much more frequently than voicemail. It gives you the opportunity to reiterate and summarize what was discussed on the phone.
- Provide resources in your e-mail whether or not your lead requested them specifically. Offering a wealth of information right off the bat furthers your value.
- Continue the communication
After the first line of communication, give your lead a full 24 hours to digest all of the information you provided. Then, revisit the initial phone call and followup with more material.
- Ask your lead if they have any thoughts or additional questions about the information you gave them on day one.
- Write a friendly text reminder, but avoid inundating their inbox with voicemails (especially if they have not called you yet).
- Send an e-mail with a 3-5 listings that are very specific to the criteria your client expressed interest in from the beginning.
- Add a personal touch
Talking on the phone is certainly more welcoming and hospitable than e-mail or text message, but your clients will appreciate you taking it to the next level.
- Mail a handwritten postcard in the mail reinforcing your interest and commitment. This reminds your client you're more than an internet presence.
- Reach out to your client on social media (add them on Facebook, follow them on Twitter, etc). For more on using social media to work with leads click here.
- Create custom reports
It is important to invite your clients to look at "big picture" when buying or selling. Provide resources particular to their endeavor that will be helpful.
- Send a report with market data by zip code.
- Offer an analysis of the reports for the clients.
- Create an e-mail nurturing campaign
Putting your clients an ongoing drip e-mail let's you followup with them consistently and automatically.
- Check out or article on effective drip campaigns here!