Property ManagementHow To Get More Leads From Your Web Site
Are you disappointed with your web site? You"re not alone.
Although many Realtors already are on the Internet, a vast
majority of real estate web sites don"t bring any results.
Why?
Because they"re designed to impress rather than to generate
contacts. And on the Internet real estate sales is STILL the
contact sport. No people contacting you = no people in your
pipeline. And that means no transactions.
Here"s a simple formula for getting more leads from your web
site. I can guarantee that getting more leads will help you
close more sales (and I bet you agree with me on this :-)
1. Establish a valid OBJECTIVE
Your major objective on the Internet is not to impress people
but to inspire them to contact you. Once they get in touch with
you, you"ll have plenty of opportunities to dazzle them with
classy graphic designs or to demonstrate how resourceful you are
or how many credentials you have and how nice and easy it is
to work with you... Later.
The main reason behind your web site should be getting leads
and inquiries, or building your sphere of influence (that means
your mailing list).
So, take a closer look at your site. If your main objective is
to compel visitors to contact you -- is it clear? If not, you
need to redesign your pages. It"s not a good idea to inform or
entertain -- or even to demonstrate your knowledge -- if a majority of the people
who visit your site don"t leave you their contact information
(with permission to stay in touch).
2. Give them a REASON to contact you
Just displaying the "Contact Me" link on your pages is not nearly
enough to make people want to write.
You need to create a compelling offer that makes people feel
"I have to get this one" -- something that will MOVE them to
make an IMMEDIATE request or inquiry.
There are many ways to create a compelling offer. One of the
simplest is to write a special report, e-book, or booklet that
addresses specific problems of your most wanted type of prospect. Name your offer so that consumers can instantly recognize it as something they don"t want to miss -- for example, how about "The 14 Most Important Things to Consider When Buying a Waterfront Property in Sarasota Florida" (that would appeal to me :-)
For a topic formula and a great list of titles read "Headlines
for How-To Articles" by Joan Stewart - at Sane Marketing site: http://sanemarketing.com/articles//howtoarticles.html
Another great resource is a FREE mini-course of Ken Evoy -- it
will teach you how to brainstorm, create and even produce your
very own info product online, all in just ten days. Really!
Send a blank email message - loskatims@sitesell.net
3. Make your offer easy to see
Just because you"ve got something they want, doesn"t mean they
will know about it. Make sure you communicate clearly, so
that everyone who might be interested in it, will see it.
Check Risa Saltman"s site. There"s a "HotList" is at the top of every page. I designed it this way.
Why at the top? -- Because web surfers often click through pages
without reading or scrolling down.
Why on every page? -- Because you never know how people enter your site.
People on the net are ALWAYS in the hurry -- let them know about
your most compelling offer right away, even if they come thought
the "side door".
4. Make it EASY to contact you
Most of the Realtors ask waaaaaay too many questions on their
contact forms. Recently I visited a web site where people had
to fill out 23 fields to make an inquiry!
Ouch!!!! Twenty three fields!!!!????
Don"t hold your breath - people simply will not do it!
If you use a form, ask only what is absolutely necessary. Less
is more (less questions = more leads = more sales). And make it
easy for people to send a message even if they don"t like
filling out forms. Provide a simple, clickable email address
below every form because some browsers don"t support them.
Make it easy to call you as well. Offer not only your e-mail
address on every page, but also a phone number and complete mailing address so that visitor don"t have to search for
it (and you do want them to contact you, don"t you?)
Always keep in mind that on the Internet people have TONS of
options and their attitude is "Let me see what you are worth
and then, if you make it easy for me... then, if I feel that
you are the kind of person I"d like to work with ... I might
trust you enough to do business with you in the future."
Of course, a lot will depend on the quality of your follow up and
your ability to develop a relationship via e-mail with a large
number of people. Ultimately the number of sales you make will
depend on your ability to convert contacts into sales. But one
thing is sure -- it all starts with generating contacts.