What are YOU using? Are you using anything? Are you following up … at all?
“But … but … you see … I was busy and then there was this shiny thing I needed to look at and my admin got her arm stuck in the microwave and I had to re-tie my shoes, so I just didn’t have TIME.”
Uh-huh. Bless your hearts.
In all seriousness, you’d be surprised how often people—REALTORS in particular—say stuff like that. They pay scads of money for leads, talk to everybody and his Aunt Fanny on the street, lovingly cultivate vast databases of potential business … and then do absolutely nothing with the information.
If you’re doing that, you might as well be setting fire to hundred dollar bills (poor Ben Franklin doesn’t deserve treatment like that), because the result is the same. You’re just throwing money away.
“But … well … nothing seems to work and I just don’t know and, well gosh, IT’S HARD.”
- Nothing is working because you’re not doing anything.
- It isn’t hard. It just takes a little time. You’ve got this.
Following up is easy. Everyone here at Home Value Leads is saying, “You can doooooooo eeeeeeeet!” Here are some things you can do to get right back on track and making sure all of your hard work doesn’t go to waste.
- Seriously. RESPOND. And do it quickly (like, within a minute or two).
Seems like a no-brainer, right? So why aren’t you doing it? There are a ton of services that can help you with this. You’ll know right away when someone has registered on your website, sent you an email, or anything else. Did you know that following up with a new lead in the first minute or two can up your conversion rate by several hundred percent? It’s true. Most sales go to the first person who calls a lead back. So time, time, time is on your side (yes, it is).
- Get On The Horn!
Lots of people hate talking on the phone. We get it. Get over it. You want these people to be your clients, right? So you’re probably going to end up having to talk to them. They will hear your voice at some point, so why not now? Get over The Shy and call. If a new lead has left you a contact phone number, they WANT you to call them.
- Harness the power of email.
Email, bless it, is still, far and away, the most powerful communication tool you have at your disposal. It’s free (mostly). Everyone has an email address (anyone who doesn’t, well … we don’t even want to think about that). It’s one-to-one. With a cleverly crafted subject line, your message will most likely get opened. With a sincere message (none of that canned fluff) that you’ve written yourself (just a few sentences), you’re likely to get a response, too! You don’t have to say anything salesy, you don’t have to say stuff you think you’re “supposed to say.” Just be yourself. Say HI. Tell these folks you’re happy they contacted you. You’d be surprised by how far a little friendliness might go.
- Lather, Rinse, Repeat.
As with anything else, the more you do something, the more you do something. The reverse is true, too: if you don’t do something today, you’re less likely to do it tomorrow. Follow-up is no different.Make follow-up part of your every day. Set aside an hour—maybe in the morning while you’re sipping your coffee or just after you’ve come back from lunch … whatever works for you and whenever you’re most likely to do it—and answer emails, phone calls, and anything else you can think of. Send emails to your leads regularly. You know that most Internet buyers are between three and six months from making a decision when they first contact you, so stick with them! They want (and need) to hear from you.
BE CONSISTENT. That’s really the key to most things, you know. If you keep doing something and stick with it, you’re going to see results. There’s no getting around it. The most important thing is to GET STARTED and, as that shoe company says, JUST DO IT.
You can do it. We know you can. Now, step away from the blog and go make some calls!