Lead Generation Tips - Optimizing Your Site to Generate Leads
You can have the top listing in Google and every other search engine, but if your site isn't optimized to generate leads you probably won't get many. This section is designed to give you some tips and ideas to get your site to convert visitors to leads.
Generate Leads with a Visible Phone Number
First of all, on every page of your site you need to have your phone number very visible(it should stand out and
be located at the top of the page if possible).
Tip: Use your cell phone number for this. Visitors will sometimes call the number
and just say they're calling from the website. Your office will assume it's from their
website and the leads will possibly go to someone else. Assure your site visitors they can call the number
with some Call Now calls to action.
Generating Leads with Contact Forms
Contact forms are another great way to generate leads from your web site. You should have
various different types of contact forms.
In every contact form you should also make your number
prominently available, having your phone number available here will increase your chance of the form
being completed. The field that asks for their phone number can be required or optional, I would suggest
experimenting with this.
- CMA Contact Form or What's My Home Worth Form:
You should put links to this form wherever it makes sense. This form will ask for any information you will need to prepare a CMA on their property. You can try putting options in these forms to have the finished CMA delivered or emailed. And of course, in the CMA should be a cover letter explaining you will be contacting them to explain it, unless you are delivering it in person. - Find My Dream Home Form:
This one has been a popular one amongst the real estate website providers and has general come standard with template sites. Links to this one should be in the buyer section of your site and also on the home page. I didn't have much success in generating leads one, I think because it is misleading. I think people were expecting a search type function like the IDX search. Make sure it is clear before they click the link and after that they will be filling out a form so you can look for homes matching their criteria. - Standard Contact Forms:
One for buyers and one for sellers, be sure to link to these often wherever appropriate. These forms should ask for their contact information and have a text area for comments.
Important Note: Some template sites come with an email follow up series that visitors will automatically be enrolled in if they fill out one of these forms. I would recommend you turn these off. They can be annoying and are generally not helpful to potential clients. If you want to send them email make sure it is something they requested. You can set up a newsletter if your up to it but make sure it's good and full of useful information.
Newsletter Ideas
If you want to run a newsletter you should get a few issues in order and make sure you can keep it going.
Don't send them a bunch of crap talking about how great you are all the time.
Some Ideas Worth Looking Into:
- Monthly Home Maintenance Tips/To Do List (Your local home warranty rep can probably provide you with a good list.)
- A couple Just Listed home photos with links(these should be off to the side and not the main focus).
- Recently sold listings(same as above, not the main focus).