1

Painless ProspectingCapturing & Converting

Internet Leads

Consumers have changed, have you?

There are 3 concepts about the digital consumer and digital age that are important before we start talking about the specifics of prospecting.

1. _______________________________________________________

2. _______________________________________________________

3. _______________________________________________________

Some Trends:

________________________________________________________

________________________________________________________

The Right Mindset

Cultivating a lead requires time and effort. Whether the consumer is interested in purchasing one week or one year from now still necessitates a system where you remain top of mind.

The Online Consumer has a different “purchase” timeline than agent has “prospecting” stamina.

________________________________________________________

________________________________________________________

________________________________________________________

________________________________________________________

How many Internet prospects do you need in your database for one transaction?

http://marketleader.com/leadcalculator/

2

The Right Mindset

How many Internet prospects do you need in your database for one transaction?

http://marketleader.com/leadcalculator/

2

Video Strategies and Goals

Your video must work with your brand and your other marketing efforts to deliver a consistent message. The fear that most of us face is that we think video needs to be professional.

With Facebook now offering autoplay of video, a short 30 second video can be all you need to differentiate you and your business. You can do this with a digital camera or your smart phone.

Some other video examples:

• Personal Messages

• Birthdays!

• Seller Marketing

• Renovations (Before & After)

• Neighborhood Info

• Quick Tip of the Day

• Thank You

• Area stats – Visit www.vscreen.com

Personal Communication

• Instant Responses

• Walk Through

• Multiple Offers

• Personal Message

• Birthdays/Anniversaries

• Thank You

3

Video Strategies

Capture App

Youtube

Flipagram App

iMovie

Vimeo

Hyperlapse

Instavid

4

Reviews for Lead Generation

7 Tips to make the most of your Review Strategy

1. Get at least 1 review on Yelp2. Do Google+ Local First3. Establish a presence on Zillow and Trulia4. Use Linkedin to bolster your personal reputation5. Realtor.com and Socialbios6. Check for competition7. Use RealSatisfied Reviews

________________________________________________________

________________________________________________________

________________________________________________________

________________________________________________________

5

3 Aspects of a Successful Social Media Sales Funnel

You can post away every day on your social networksF and while this will build a communityFYou still need to ask the question: But what am I getting from all that time I put in?

Engagement is keyFbut at the end of the day we want leads!

There are 3 main elements of a successful social media sales funnel:

Creating your “hook”

Facebook Advertising

Landing Pages

1. Hook Document: Getting Your Prospects’ Interest

Your “hook” is what makes people give you their information in exchange for your piece of helpfulness

Creating your “hook” is critical to the success of the sales funnel because if your offer sucks – this whole system won’t work!

Your challenge: to get people who DON’T WANT TO GIVE YOU THEIR INFORMATION to actually HAND IT OVER!

Here’s what you need to know before you can create this hook:

WHO are your potential clients (the ones you want more of)

Social Media Sales Funnels

WHAT do they need from you?

HOW would people be able to immediately benefit from getting the information you’re offering?

5

Here are some ideas of “hooks” that have been extremely successful in this process:

5 renovations to add $50,000 to the value of your home right now

Cottage or Income Property? How to get BOTH without going broke

7 Habits of Highly Successful Realtors

12 Ways to become a Top Producing Realtor (note: we used this one as a recruiting tool)

6 Months of Solds In Your Neighbourhood (Psst! You can’t get this

off the internet+but I can!)

The best “hook” documents are only one page long. People want immediate satisfaction and results. Here’s how to do it:

You create a one-pager (two at most)

The highest-performing versions are:

Cheat Sheets

Checklists

Process Flows

Time saving tips

6

Social Media Sales Funnels

Ensure they can do something immediately with the download that they get. 2. Facebook Advertising: The Best

Techniques for the Highest Reach

Facebook ads deliver the best results for the lowest costBut you have to do them properly to get the results you really need

Let’s look at an example and break it down to see the elements used and how you can create a killer ad for YOUR business Below is a sample ad for a webinar. Let’s break it down into three sections: • The top copy• The image• The bottom copy and headline

6

1. Top Copy:

Breaking this down:

He’s indicating that there is already demand for what he is offering (“My clients have been asking for monthsF”)

Indicating that it’s a LIVE training session (not recorded)

It’s easy! There are only 10 steps! Holy moly!

What we’ll create is going to be perfect – so he’s saving me a lot of time trying to figure it out myself

7

Social Media Sales Funnels

2. The Image

1.

Breaking this down:

Orange/red and a white background

Arrows pointing to exactly where people need to look

A picture of himself (people like to see other people in the image for Facebook)

Uses power words: “Profitable”

7

3. Bottom Copy:

Breaking this down:

Power words again in the title: “Discover”, “Profitable”

It’s easy to follow because it’s step-by-step

More power words in the description: “Exactly”

He’s going to tell us what he is already using (i.e. it’s already working!)

Sign up button

3. Landing Pages

When someone clicks on your Facebook ad, where do they go?

DO NOT send them to your website

Too many distractions, too many opportunities to “bounce”

You want them to go to a landing page with ONE JOB: get their information so you can send them the “hook”

Two of the best systems for Landing Pages are:

LeadPages.net

Clickfunnels.com

Simpler is Better!

Don’t load up your landing page with blah blah blah

If they’ve clicked the Facebook ad they’re indicating that they’re ready to get it! Don’t give them a reason to change their minds.

An ideal landing page as the initial “sell” page – very simple and straightforward. Not a lot of words – just power language convincing them to click the button!

8

Social Media Sales Funnels

8

Once they decide to download the document, they’ll click on “download your free guide” and the following page will appear:

Once you have their information, it’s up to you to follow them up! There are several email strategies that work well (but that would take up a whole new course!). The key is to not just let these slide and expect one single interaction to turn a prospect into a client. It takes work, but once

9

Social Media Sales Funnels

you have an automated system in place, it’s just plug and play! Good luck!

Rebecca Mountain

Chief Mess Maker, Impetus Social Inc.

www.facebook.com/impetusconsulting

9

Facebook has proved that the average person has 50 friends.

Pick your 150 for referrals

These should be quality referring people.

Once you pare it down you will start remembering more about these people!

Remember, It is the quality of the touch not the amount.

Why are you not getting referrals?

You are perceived as being indifferent which you means your don’t care.

You don’t want and need referrals or Referrals are not important to you

Most consumers perceive us as indifferent yet we are portraying the image of success

Grade your database

D – delete or dropC – friends who have not referred but may buy and sell through youB – potential referrersA – anyone who has referred you regardless of outcomeA+ - speaks highly of you and refers

10

It’s Relationship Game