7 Things to Increase Your Lead Conversion You’re Currently Not Doing
A guide to sales conversion.
Generating and converting great quality leads for your business is tough work – especially when you are busy taking care of existing clients. But that’s no excuse to be losing out on your leads when you can easily increase your conversion rate with a few adjustments to your online marketing strategy.
Here’s a list of 7 things you can start doing today that will help to significantly increase your lead conversion rates and stop you from losing money NOW.
Quick to action and free or low cost, you can get to work on all of these lead generation methods without too much much effort and with minimal technical expertise.
1. Following Up Quickly Enough
This is a really important part of the customer acquisition process that you just have to get right. No matter how you generate your initial lead, the next step is crucial: you must make contact with your new lead as soon as you can. And by this, I mean minutes, not hours.
Here’s why. The following statistics are taken from a study on the lifespan of sales leads conducted by the Harvard Business Review. They found that:
- Leads that were contacted within an hour were 7 times more likely to be converted than if they were contacted an hour later.
- Leads that were contacted within an hour were 60 times more likely to be converted than if they were contacted 24 hours later.
2. Lead Nurturing Through Social Media And Email
Lead nurturing is a super-effective way of increasing your conversion rates. Email-based lead nurturing is well understood and researched – it’s hard to come across a successful business these days who doesn’t use this process. Essentially, email based lead nurturing is the process of sending timely and relevant email communications at set intervals in order to keep your customers engaged with your business.
Let’s take an example from the real estate business. A customer contacts you in May with an inquiry into a property you have available. They seem keen, although after a few weeks their situation changes and they can no longer proceed.
That’s tough, although there’s nothing to say that they won’t be in the market again over the next 6-24 months, is there? How are you going to make sure you get their business at that time?
You’ll get their business by making sure that you are on their mind when they re-enter the market. And you’ll achieve this by having a prominent position in their email inbox through lead nurturing.
3. Tweeting And Sharing Often Enough
This is a very important part of making sure that your voice is heard amongst the constant stream of tweets, retweets and shares. As with most things, there is a science to social timing and consistency. Here are a few figures to think about:
- The ideal posting frequency is 1-4 times per hour on Twitter (crazy, huh?)
- The ideal posting frequency is 5 times per day on Facebook
That might seem like a lot of posting, but it gets easier when you remember that you can readily share content from other people. Don’t be afraid to retweet/re-post relevant information to your own followers from other accounts that you follow.
The key is to make sure that your voice is heard among the crowd, and the experts at Kissmetrics reckon the above is the best way to do that.
4. Using Twitter Lead Generation Cards
Twitter is an excellent source of leads for businesses that understand how to use the platform properly. One of the best ways to use Twitter for lead generation is to use the Twitter Lead Generation Card facility. Essentially, this is a paid service that allows you to create sponsored tweets designed to collect potential customers email addresses.
Imagine that you have a new property on the market – you could set up a lead generation card, complete with a great photo and a link asking; ‘Want to live here?’. When the user clicks this link, they would be prompted to send you their contact details instantly – super-efficient lead generation if you ask us.
5. Creating Sharable Content With Your Property Portfolio
Clearly, the more leads and contacts you have in the first place, the more clients you will be taking on board for your business. There are lots of ways in which you can do this, although one of the quickest and most efficient ways is to create great content that can be shared through your followers on social media networks.
For example, if you have a portfolio of beautiful properties you could turn this into an awesome graphically based e-book that would have the potential to be shared online through social networks and email.
Here are a couple of stats to think about:
- Photos on Facebook get on average 53% more likes than standard posts
- 25% of social media shares are of something the user likes or recommends
Everyone likes to see a picture and specifications for a beautiful home. If you create the content, the above stats suggest that it’ll be shared!
6. Publicizing Testimonials And Reviews From Past Clients
One way that you can ramp up your lead conversion rates is to start publicizing reviews and testimonials from past clients. Positive reviews can go a long way toward putting potential clients minds at rest, thereby helping to improve your bottom line too.
Studies show the importance of customer reviews in building trust and increasing sales:
- Customer reviews are nearly 12 times more trusted than statements from the seller.
- Overall, reviews lead to an average 18% increase in sales.
What’s not to like? And, it’s easy to implement this move: just contact half a dozen of your best clients and ask them for a testimonial.
7. Keeping An Agile Social Media Strategy In Mind
One of the best things about social media is that it’s a fast paced and exciting environment to be involved in, with great opportunities to be taken advantage of. However, that also presents one of the major drawbacks: the landscape shifts very quickly and it can be very difficult to keep on top of the game.
Because things change so quickly, what worked last month might not be working now and you may not be converting the optimal amount of leads possible. Therefore, it’s important that you are able to adapt your strategy quickly and confidently when needed – otherwise, you may well find yourself left behind. That’s where keeping an ‘agile’ strategy in place helps – it forces you to measure results regularly and adapt where necessary.
If you think you might struggle with handling all of these aspects of lead conversion, we’re happy to say that we can help. Sign up for your free CityBlast 14 day trial to discover how our social media management services can help your real estate business generate more leads and convert more sales. We know what works and we keep a close eye on trends – with us on your side you can be sure that you’ll be making the most of the opportunities offered by social media!