Whether you’re buying them with cash or earning them through time and effort, your online leads are different than repeat and referral opportunities.
They’re a bit colder and need warming up. Their timelines are often longer, so they require nurturing.
Watch this 5 minute & 21 second video to learn:
- How Michael started generating more online leads
- The best way to qualify an online lead
- The difference between building a business and running transactions
- The breakthrough moment in Michael’s career (fun story)
- How the buying cycle has changed
- Much more!
How To Warm Up Cold Online Leads
Warming Up Online Leads – Process and Mentality
Moving from a repeat and referral business to one that also includes online lead generation required a shift in process and mentality for Michael and his team.
It’s a necessary shift, though. More people are starting their search earlier and connecting online earlier in the home buying and home selling process.
The buying cycle is longer. You’re now meeting people online who are ready to learn, but not yet ready to buy.
So you have a cold start, exchange value in digital channels, and warm up to a connection.
So, where their repeat and referral transactions started warm and were frequently ready to buy, using things like BombBomb forms generates colder online leads for their team.
Building the Bridge with Online Leads
Michael and his team built a follow up process for this new lead flow. They reach out first with video email.
- Here’s our value proposition.
- Here’s how we work.
- Here are some ratings and reviews.
- Would you like to have coffee?
As with Tom Ferry’s message about lead conversion when he visited with us, a yes or a no is fine. But you want one or the other.
The reason they use video: It allows you to put your authentic self out there. If it resonates, it resonates. If it doesn’t, you move on.
In this way, video is ultimate way to qualify your online leads.
When they make connection, Michael and his team determine how far out the person is from buying or selling. They’ve built drip campaigns to deliver value and stay top of mind over longer timelines.
They do periodic check-ins with responsive and non-responsive leads by video email. Again, to get that yes or no.
Who Wins with Online Leads
Who’s willing to educate the consumer? This is the person who wins.
To warm up and win over your online leads, you need to prepare yourself to deliver value over time in various channels. And to make yourself available on their time.
Watch the Entire Conversation in One Video
The video clip above is just one small part of our conversation with Michael Thorne. Get insights into video, customer experience, business mindset, value delivery, and much more.
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More from Michael Thorne
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When you reach out with video, you’re likely to get more replies, more clicks, and more conversions.