Having the right tools available is only half of the battle. The other half is putting those tools to use in a way that sets you up for success. There are so many different ways you can use data to your advantage when it comes to lead generation. You just have to know how to Follow Up with Leads Coming Through your Website.
You can’t rely on a one-size-fits-all approach when it comes to lead follow-up. Every business, every lead, and every circumstance is different. That said, there are some universal best practices you should apply no matter what type of business you’re working with or how they’ve come across your website.
Leads don’t tend to fall into your lap; rather, they take plenty of work and effort on your part to earn and win over customers – but only if you follow through with them in an effective way. In this post, we’ll go over ways to follow up with leads that are coming through your website:
Lead Follow-Up Best Practices
If someone just filled out a contact form on your website, how do you follow up with these leads without scaring them away? Okay! So you just received a lead, your CRM has tracked their activity on your website; they seem to be an excellent fit for your services, and you are eager to initiate that crucial first contact.
But when is the best time to make contact? How do you follow up with leads without trying to pressure or hassle them when following up?
Follow Up with Leads Coming Through your Website
The moment the lead fills out the contact form, call them within 5 minutes. You don’t have to harass them by bombarding them with your sales pitch. A simple introduction of yourself could lower the prospect’s guard while letting them know you are there to help. Let’s see the example below:
Hey Jim,
This is Nick. I just wanted to call and introduce myself to you. You know, I’ve noticed that you came to my website and filled out a content form, and at the end of the day, I just wanted to make sure that you knew that I’m here. If you have any comments or if you have any questions or any concerns. But in the meantime, I know this could be overwhelming, so please feel free to use my website to continue searching until you’re ready. Just call me if you have any questions cause I’m here for you.
The good thing about this kind of conversation is that prospects tend to ask questions, and when they ask questions, this will allow you to start engaging more.
So how do you connect with a new prospect in a meaningful way? First, pick up the phone and launch your lead follow-up process as soon as possible.
Send them a text if you cannot reach them on a phone call within that five-minute window.
“Statistics have shown that 98% of all text messages are opened. 95% of SMS messages are opened and responded to within 3 minutes of delivery.”
Sending a personalized, casual, and friendly message instead of traditional marketing and sales messages allows you to build a personal relationship with the consumer. Send them a text to let the prospect know you’re there to help. Your CRM might already have the needed technology to send automated texts for you.
Follow up 12-15 times for those leads to convert to sales.
Now, this may sound a little overboard. Still, studies show that “When consumers are ready to spend money, they will typically choose the company that is on the top of their mind. This usually means the business which has been in contact with them most recently or that one that stays in touch most frequently.”
Don’t give right up away. Though not every lead converts to sales, know that consumers tend to do business with whichever business is most top-of-mind. If this is true, then you want to make sure that you’re on top of that list.
Be consistent without being pushy.
It’s almost impossible to close a sale in a single phone conversation. Especially in the real estate industry, some studies show it can take 12-18 months for a lead to convert to a transaction. Following up with leads can be overwhelming for both you and your prospect. Some people have a hard time distinguishing being persistent from being annoying. Make sure your follow-up messages and conversations focus on your potential client’s business needs and how you can help them, rather than simply pushing the benefits and features of your product to close a deal. But, if you take too long to follow up, it’s doubtful they will remember you. You don’t want them to look elsewhere, do you?
Don’t try to complicate the follow-up process.
Following up with your leads doesn’t have to be complicated. If your website is set up correctly, you should have multiple lead capture forms built throughout the website, from home valuation forms to basic contact forms to daily listing alert forms, and even the ability to save this property, request more information or schedule a showing. Again, your website and CRM should help you streamline this process.
However, the ability to act quickly separates successful agents from their competition. One of the most critical elements of a successful follow-up is the speed and consistency of your actions. When prospects express interest in your website, call them immediately, and if they’re unavailable, send them a text message and add them to your marketing campaigns. Personalize your communication and continue to follow up.
Key Takeaways
- Be persistent in your follow-up. Tenacity pays enormous dividends.
- Following up with your leads doesn’t have to be complicated
- Follow up 12-15 times for those leads to convert.
So for more information on how to follow up with leads that are coming through your website, all you need to do is reach out to us at www.old.agentelite.com.
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