by Donovan Dillon Contributor
Posted on October 24, 2013 20:02 PM
Real estate sites that have interactive forms for customers to reach out to an agent are an excellent way to generate leads. A customer who takes the time to complete a form on the website indicates they are interested in working with the agency, either because they like a particular property or find the types of properties listed on the website attractive. There are some tips for using those forms to turn that lead into a customer.
Not a Cold Call
Cold calls are probably one of the most dreaded types of calls for any sales position, real estate included. Few people enjoy calling potential customers who have not reached out to them first. The best thing about forms from real estate sites is that the call you make to follow up on the form is not a cold call. The customer reached out to the agency first, and they are expecting to hear from someone at that agency. More than likely, they will contact more than one, and failing to respond to the inquiry could lead them to work with an agency that does respond.
Call Back Quickly
It is critical to return calls to potential customers who inquire about properties using forms found on real estate sites, and some experts say making the call within five minutes of receiving the request is critical. When a customer fills out a form, they are more than likely sitting at a computer or laptop, searching for properties on real estate websites, which means they are not far from their phone. By calling immediately, you demonstrate to the customer that you are interested in their business, and want to work with them.
Once the agent has reached the customer who submitted the form, there are a few tips to remember during the call. Agents should avoid talking about themselves, such as sales volumes and specialties unless the prospect specifically asks. Keep the call brief, and do not push for an appointment immediately, as customers who fill forms on real estate sites are often not ready to buy immediately. If they have requested information about a particular property, answer their questions, and then offer to send further information via email. If the potential buyer is agreeable to that, ask if they would like to be added to email alerts regarding similar properties in the future. Most times, they will agree, providing an additional way to keep in contact with the prospect.
Forms on real estate sites are a great way to generate new leads for an agency, but handling them the right way is an important part of converting a customer from a prospect. To learn more about the value small business marketing consultants can bring to your business, sign up for a free 30-day trial today! Make sure you follow us on Facebook and Twitter.