Responding to an Internet lead
We hear this a lot. "We want millions of visitors and thousands of leads." While this is an exaggeration, the idea is correct - that real estate website owners want leads.Even if a significant number of leads were achieved, responding to Internet leads quickly is the key to improving lead-to-close conversion ratios.
Instant gratification
It has always been true that Internet users demand a response now. If you do not respond, there are other options - including other REALTORS - that will respond with the information that the visitor wants.
One survey reported that if you respond in the same day, you have a 3% chance of closing that business. Within four hours improves that to 37%. If you respond within fifteen minutes, you have an 87% chance of closing that business.
Not exclusive
Internet visitors view five sites on average and fill out three request forms. At a minimum there are THREE REALTORS competing for each of your leads. The California Association of REALTORS reports that 90% of buyers do business with the first person who responds.
One other statistic is that a 30% improvement of lead-to-close conversion can be achieved by moving from a thirty minte average response to a five minute response.
Lower conversion rates
Since Internet visitors submit forms simply to begin a process, they quickly forget which form they filled out and what the specific inquiry might have been. If you don't respond to them quickly, they will forget.
Call them as soon as you can, within five to ten minutes if you can.
posted by Shig Nishio @ 7/11/2007 10:41:00 AM
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