Direct Mail Sales Leads Are Like Other Leads...But Different

Converting direct mail sales leads to clients requires a slightly modified approach.

In one respect, leads generated by direct mail are the same as new business leads, however generated.

They represent prospects who can...with your help and guidance will... become clients whom you can serve.

In the briefest of terms, this process starts with identifying from a real estate perspective, what these people need and want.

Once you understand what these leads are looking for, your challenge is help them understand two factors.

One is how you can help them meet these needs and want.

And second, help them understand how the manner in which you help them is different from all other real estate sales people.

Having met this challenge, you are positioned to convert direct mail sales leads to clients much as you do with all prospective clients.

Converting Direct Mail Sales Leads To Clients

direct mail sales leads

In responding to your real estate marketing letter or postcard, these leads reflect the attitude of thinking about buying or selling real estate.

Unlike those prospects who are actively looking to buy or sell, direct mail leads are probably not yet ready to hire a real estate agent.

If this is the case, your best approach is to provide them with the information that they need to change their minds about buying or selling.

Unlike leads who are referred to you or generated by your unique website, these people may be unfamiliar with the market, what distinguishes you you from the competition and how you can help them.

Draw on your market knowledge to help these prospects understand the benefits that they will enjoy as a result of buying or selling now or in the near future.

As well as helping them understand the relative advantages and disadvantages of making their decision at various times, you are also starting to build a relationship with them.

helpfulness

Your helpfulness is a preview of the kind of service they can expect once they become clients.

Should these prospective clients decide to buy or sell now, follow the necessary steps to guide them through the process of getting hired.

If however, they decide to postpone their decision to some future point, keep in touch to maintain the relationship that you have started.

Regardless of whether or not these leads decide to buy or sell now, they can and should become of your client pipeline.

Assuming that you have provided great client service in helping them make their decision, as well as potential clients, they also represent potential sources of referrals.

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