Lead Liaison

How Marketing Automation Can Help Real Estate Agents Convert More Leads

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Home for SaleWhen used correctly, marketing automation is a powerful tool for real estate agents. It allows agents to streamline their marketing efforts and push leads through the funnel much faster. Here are some specific ways that marketing automation helps real estate agents succeed.

Better Buyer Profiles

Lead Liaison uses data from over 100 social networks to enrich Prospect (Buyer) profiles with social information, giving you more insight into who you buyers are and what they are looking for. We also track what your website visitors are searching for on your website, and can categorize buyers based on their search keywords. Knowing what your buyers want is the first step to finding them the perfect home.

Utilize Web Forms

Agents can use web forms to convert more website visitors while simultaneously gathering additional information about that buyer, like their bedroom count or location preference.

Send Your Message Strait to Their Phone

Text messages are a great way to get a quick message out, and since it’s (usually) conscience, the chances of your audience reading it is very high. With marketing automation, you can send a text message to a list of people that might be interested in a new home you have for sale. You can even use the merge feature to make the entire message dynamic, so your text message could read: “Hi Jennifer, I have a new listing available at 123 Street Lane. Let me know if I can schedule a showing for you!”

Send Updates in Real Time

Real estate is a fast-paced industry, and buyers want information quickly. It is easy to deliver that information when you use marketing automation software. Agents can build customized email templates in advance, and simply plug in relevant information which can then be sent immediately or scheduled for later. Educational or touch-base emails can also be sent out as a part of a nurture campaign, or can be sent to certain lists (ex: “Buyers interested in 3 bedrooms” list, or “lakefront buyers” list). This type of real-time, relevant information is critical in real estate. Here are 11 Time-Saving Email Templates Every Real Estate Agent Needs.

Reach the Right Leads with Lead Scoring

It’s no secret that some people merely browse on real estate websites without much interest in buying, while others are ready to buy immediately. Marketing automation software allows users to take advantage of lead scoring. This process scores leads based on how likely they are to convert. Using a lead scoring system, real estate agents can put all of their resources into leads that are ready to buy. This will allow them to increase conversions without wasting their time on browsers that aren’t ready to buy a property.

Speak Directly to Leads with Dynamic Websites

Many real estate agents create websites with general information that doesn’t speak to a buyer. Lead Liaison’s SiteEngage™ allows agents to create dynamic content on their websites based on each individual visitor. For instance, an agent can tailor their website to speak to visitors based off of their location. This is especially helpful for agents that cover a large geographical area. Dynamic content could also be used to speak to a buyer’s preference by showing them a featured property based on their Prospect Profile.

Social Media Marketing

Social media is an important part of real estate marketing. But, it can also be time consuming, especially if you’re logging into and posting on multiple accounts. Real estate agents can streamline their social media marketing by posting to multiple accounts at one time, and even scheduling those posts in advance so you’re sure not to miss peak social media hours.

These are just some of the ways that marketing automation helps real estate agents convert leads. When you use marketing automation software, there is no limit to what you can do in real estate. Request a demo from one of our experienced professionals, and we can show you how we can help you succeed in the real estate business!

Lead Liaison

Missouri Ford Dealership Bo Beuckman Ford Explains Why They Chose Lead Liaison for Website Visitor Tracking

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PrintAllen, TX – Rory Foster, Communications Director for Bo Beuckman Ford Dealership, oversees the website and their business development center, as well as digital advertising and training for their sales team. He bought Lead Liaison for their company because he wanted to know who is visiting their website. Recently, he sat down with the Lead Liaison team to talk about why he uses their visitor tracking solution, ProspectVision™, and why he would recommend it to other dealerships.

At first glance, the need was simple: Bo Beuckman Ford needed a way to track who was visiting their website. But, what happens next? Foster needed a way to make this information actionable for his sales team. Not only did they need to see who was visiting their website, they also wanted to connect the dots. How many times has a potential customer viewed a certain vehicle? If this person watched a vehicle for a few weeks, and then moved on, you might think the sale is lost. But with Lead Liaison’s Buy Signal alerts, their sales team now gets a notification alerting them if the prospect comes back. This alert can be the green light for a salesperson to properly time their outreach.

Another valuable tool for Foster is the automated daily lead reports, which simplifies his life. “It’s a short report. It’s concise. I can easily read through it and compare the names to my CRM tool and quickly move on to other tasks at hand.” Daily lead reports can be distributed to any users in the Lead Liaison account. This report assists marketing teams in analyzing campaign activity, sales teams that need to know where to target their outreach, and executives monitoring all marketing and sales efforts.

Bo Beuckman Ford embeds the Lead Liaison code into their electronic newsletter, the Beuckman Buzz. Doing this helps Foster track his customers. Now, he can see who is reacting to what they are putting in their electronic newsletter and which offers make the biggest impact on their database. It is also used as an additional conversion tool to help reveal more information about website visitors. The more a dealership knows about who is visiting their website, the better their sales team can be in locking in a sale.

“My website is an extension of my showroom. When people come into my showroom, I meet them, get their name, and understand what their needs are. Through Lead Liaison my website meets them, gets their names, and helps us to get the information that best helps the customer,” Rory Foster, Communications Director at Bo Beuckman Ford.

To see the testimonial in it’s entirety, click here.

About Lead Liaison
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

 

Lead Liaison

How to Start Generating Leads for Your B2B Company

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pexels-photo-67112

*Editor’s Note: The views & opinions expressed in any guest post on our site are those of the guest author and do not necessarily reflect the opinions and views of Lead Liaison.

The impact of this “how-to” post can go either way — you resolve to “suspend” ties with your lead generation partner, or you stick to buying your sales leads from outside sources. While the former would be the more ideal action response, ultimately, your choice will depend on whether or not you are sold on the idea of generating leads on your own. You might be holding back from inbound lead generation because you think it’s too complicated of a process, unlike the easy way out you conveniently choose in buying leads.

But, just like anything else, there’s a simpler and easier way to running a lead generation quest if you have the proper know-how. This post will guide you to:

  • Set up a lead generating website
  • Incorporate a variety of strategies for generating leads
  • Simplify your lead generation efforts across platforms

Why Generate Your Own Leads?

Suppose you’re a Christmas tree manufacturer who, for the longest time, has relied on lead sellers for your marketing program. It might have worked in years past, but since a lot has changed in the marketing dynamics, you’d do well these days to be more active rather than passive in generating leads.

It’s very easy to see, for example, how direct mail marketing pales in comparison to joining trade shows to showcase your holiday-inspired product line for homes and offices to potential buyers. Instead of looking for customers, customers can find you where and when they need to. In such opportunities, you get more chances to introduce your product, generate instant feedback, and attract sales. It couldn’t get any better than that.

The Lead Generating Website

The phenomenal power of the internet as an information gathering and sharing tool is very well pronounced in the grand scheme of B2B marketing. At any given day, you will find people turning to online search more and more, looking for information, ideas, or solutions that suit their needs. That’s why it’s important that you design your website in such a way that it attracts visitors who will eventually turn into a lead.

Here’s how to develop a lead generating website for your business:

  1. Attract your target. A buyer-seller relationship all starts with attraction. You want people to visit your site so they would know what you can offer them. To attract people’s attention, you need to build on your content, and you can do this in so many ways. Write blog posts. Create video presentations. Supply an infographic. Include testimonials and photos. The kind of content you offer will depend on your product or service, but the main takeaway is to craft your content with keywords that match what customers are looking for in their online search, putting a good amount of research in the mix as well.
  2. Suit up for your buyer persona. At this stage, you’re starting to get traffic on your website, and you don’t want to lose those page views, especially the ones from your ideal buyer persona. You’ll then need to engage them more by catering to their needs and giving them valuable offers, whether it’s research data, a discount, a product review or guide, e-newsletters, a free trial, or a no-strings-attached type of consultation. This kind of engagement works both ways: you are allowing your site visitors to know your identity, and at the same time, getting them to reveal more about their buying preferences. Then, you can match your selling process to their own buying process.
  3. Start converting. By this time, your visitors are filling out forms and registering on your website. These indicate that you have just found a lead. Then again, you have to keep moving forward to make sure they actually convert into buyers. This is where optimization of each phase in your lead generation process comes in, and all of that can happen right on your website! These are the regular mainstays in your lead generation process:
    • CTAs are an essential tool in generating leads from your blog posts, not to mention, an easy way to connect better with your audience. CTA types include:
      • Smart CTAs, the ones you usually find at the bottom page;
      • Social CTAs, these are links to your company’s social media accounts;
      • Blog subscription CTAs, for readers interested in your content;
      • Comment CTAs, giving you insights about what readers think;
      • Slide-in CTAs, which are less intrusive than pop-up CTAs;
      • In-line CTAs, written links that lead to a related blog post; and
      • Sidebar CTAs, which may not necessarily connect to your blog post such as an invite to drop by your booth in the holiday trade show example cited at the beginning of this post.
    • Landing pages are the final contact points with your guests, where they fill out a form to possibly avail of your offer. So the more landing pages your website has, the greater the number of leads you can get. If you want more generic leads, use short forms to make them easier to fill out. On the other hand, if you want more quality leads, use long forms to ask more information about what your customers need.
    • Thank-you pages allow you one more opportunity to upsell offers that are related to what your visitors just signed up for. Of course, it goes without saying that customers appreciate genuine messages of thanks for checking out your site.

With this guide, hopefully, you’re on your way to generating your own leads than buying them. Sure, it’s a long way ahead, but now is the best time to start while you’re still at it.

Guest Post Bio:

Johanna Rivard, PureB2B’s Executive Vice President, is a two-decade veteran of the online publishing, B2B demand generation, and technology media markets.

Lead Liaison

Tips on How to Be More Personable on the Phone

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phone

There’s a good chance that you spend a lot of time on the phone for work. You might have to prospect for clients or speak to existing clients. Whatever the case may be, you need to be as personable as possible. Follow these tips and you’ll be more personable and engaging in no time at all.

Keep Good Notes

Keep good notes when you interact with people on the phone. Then, you can refer to those notes to add a personal touch during later phone conversations. For instance, the person you are speaking with might mention that he or she likes pizza. Nest time you speak, you can talk about a pizza joint that you found in the area. Your client will be touched that you remembered that detail, and it’s simple to do when you take good notes. It also strengthens your relationship with that person, allowing them to trust you (and your business) more.

Have a Personal Conversation

It’s normal to want to rush off the phone, but it’s hard to make a personal connection if you’re always in a hurry. Set aside a few minutes at the start of the call to have a personal conversation. Ask about the person’s family or talk about what he or she did over the weekend. Share some of your own personal details as well. But, try to also be respectful of their time and pick up on hints that indicate that they want to get straight to the point.

Use the Prospect’s First Name

Some people think that you need to use Mr. or Mrs. when talking to clients or prospects since the formal title is a sign of respect. However, Mr. or Mrs. sounds very formal. Instead, use the person’s first name when appropriate, but do it in a polite way. You can even ask, “Do you mind if I call you Mark?” before proceeding.

Avoid Hands-Free Devices and Speakerphone

You’re going to sound much more personable if the prospect or client has your undivided attention. You can’t give that when you’re using a hands-free device or a speakerphone. You’ll start shuffling papers or completing other tasks, and that will make it hard to be stay focused. Speak directly into the phone so the prospect or client knows that you are concentrating on the conversation.

Provide Verbal Feedback

Verbal feedback gives you the opportunity to connect with others. Let people know that you’re listening to them by providing this feedback. Remember, they can’t see you! The only way they know that you are listening is if you make comments that indicate you are listening and absorbing everything that they have to say. This will help you form another connection with the person at the other end of the line.

Use each of these tips when you speak on the phone. Soon, the actions will become second nature. You will find yourself going back to your notes, offering verbal feedback, and more every time you talk on the phone.

Interested in practicing your phone skills on us? Give us a ring! We’d love to talk to you about other tips that we can offer marketers, sales people, and business people of all kind! 1 (888) 895-3237

Lead Liaison

Trovan Finds a Perfect Match with Lead Liaison

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Trovan

It’s not every day that a medium-sized software company competes with, and outperform, the industry’s top website analytics platforms. But, that’s just what happened when Trovan needed a tracking solution that provided high-quality, digestible data.

Trovan is a supplier of radio frequency identification (RFID) solutions for animal identification, industry, logistics, and access control. Their products are used in situations like LPG cylinder tracking, automated data collection for aquaculture, small tool inventory control. Other examples of their products’ applications are in companion animal recovery, hazardous material tracking, human health records monitoring, and much more. They’ve been in business for over 25 years, and undoubtedly know a thing or two about tracking.

Trovan used another well-known website tracking and analytics platform for many years, but grew frustrated with it’s lack of usability and complicated interface. “The information became too convoluted,” says Barbara Masin, Marketing Manager at EID, Trovan’s U.S. distributor. “We felt that it was not giving us the digestible data that we were looking for.” They looked at a few other sales and marketing solutions, but still needed something more granular. In their search for a better solution, they focused on reviews and comparisons like those found on G2 Crowd or Capterra. There were a number of solutions, and Trovan noticed that Lead Liaison had very high marks. They started investigating Lead Liaison, and found that based on their website and their approach sales and marketing software, it might be a great fit. Little did they know how great a fit it would be.

With Lead Liaison, Trovan is able to customize their website and tailor it to what their customers are looking for. They can see where their visitor’s interests are, and it’s helped them zero in on what they need to be doing to enhance their visitor experience. They are now able to put more detailed information on pages that see more traffic, helping connect the dots for their prospective clients.

Lead Liaison is preparing to launch a robust, enterprise reporting and analytics solution called Revelation™. In preparation, they are engaging with a few early adopters, including Trovan. Masin and her team receive customized push reports that give comprehensive overviews of activity on their website. With the ability to email reports to multiple users, Revelation™ has met Trovan’s needs.

But, it’s not just the product that is important. Customer service is an important piece of the puzzle, especially for Trovan. In their research, Masin found that several competitors wouldn’t even have a live person answering the phones, and it was difficult to get responses. Lead Liaison’s remarkable support and personalized follow-up were an added bonus for Masin. “[Their customer service team] really bends over backwards to make it just right for the customer. I would say that’s absolutely exceptional. The level of personalized hand holding and customer care far exceeds any other software product that we’ve had.”

About Trovan 
Trovan, Ltd. provides RFID tracking and identification solutions for industry, logistics, access control and animal identification. The company supplies transponders, portable readers, fixed mounted readers and turnkey solutions for targeted applications.

About Lead Liaison 
Lead Liaison provides cloud-based sales and marketing automation solutions that helps businesses accelerate revenue by attracting, converting, closing and retaining more prospects. Filling a void in the small pool of marketing automation providers that focus on marketing-centric functionality, Lead Liaison gives equal focus to sales providing sophisticated visitor tracking and additional website engagement tools to boost sales effectiveness. Lead Liaison blends ease-of-use, a flexible business model, deep external integration, marketing across social, web, mobile, email and offline channels and powerful functionality, all specifically tailored for mid-sized businesses, into a single platform, called Revenue Generation Software®. Lead Liaison is headquartered in Allen, Texas, near Dallas. For more information, visit http://www.leadliaison.com or call 1-800-89-LEADS (895-3237).

Lead Liaison

How to Get the Most Out of Visitor Tracking

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A website visitor tracking solution will never be a magic bullet to increase visitors to your website. If you bought your visitor tracking solution for that purpose, you will be very disappointed. Website visitor tracking is a middle-of-the-funnel solution. It gives you insight into who is visiting, what they are interested in, and how interested they really are. You can tell a lot by dissecting the behavior of your Prospects. Here are a few tips on how to get the most out of your visitor tracking solution.

Improve Conversions

Lead Liaison can boost conversions on your website – but not without taking some steps to tie in these methods. Without them, you’ll rely on tracking businesses only. Lead Liaison provides a number of active methods to convert visitors (see graphic below). When a person is identified their activity, while anonymous, is connected to their present and future activity thereby creating a holistic profile of their interests. Identifying people is helpful for the following reasons:

  • When the prospect returns to your website sales can better time their follow up.
  • It makes it easy to tailor a salesperson’s follow up as the prospect’s interests and activities have been captured on their profile. You’ll know what they looked at, how they engaged, and what they care about. Having relevant conversations will bolster the relationship.

ProspectCast™

Integrate your Web Forms

Easily integrate web forms with Lead Liaison. Rename the name or ID fields. If the ID or name attributes cannot be changed then use our snippet of JS code to set the custom mapping.

Integrate Email Campaigns

We suggest including email, company, and name attributes. We can also help you measure the true ROI of your investment in a 3rd party email system.

Create/Integrate Downloadable Content

Create content that “teaches” people something. Think about helping/teaching, and not selling, when you put together your content. Use Lead Liaison’s Trackable Content feature to identify most popular content pieces.

Integrate Onsite Videos

Think about a video explainer, testimonial, or other forms of educational content that can be used on your site. Use Wistia for videos. See this Wistia and Lead Liaison press release for more information. With Wistia, you’ll get business-level analytics and conversion tools, all of which are integrated with Lead Liaison, for better lead conversion and analytics.

Then, Use Marketing Automation to:

  • Nurture prospects on behalf of sales
  • Automate one-to-many posting on social media
  • Run static/dynamic segmentations to have continual lists built of the hottest prospects that meet specific criteria
  • Better qualify prospects through advanced lead scoring
  • Development of web forms and landing pages without the need to involve IT
  • Run sophisticated targeting and retargeting campaigns
  • Run responsive marketing campaigns
  • Automate their GoToWebinar event 1x per year
  • Build and send sophisticated emails with full tracking, all in one integrated source
  • Send multi-channel marketing campaigns using best practices for B2B sales (5 to 7 touches, using a combination of email, postcards, handwritten letters, text messages, and more).
  • Develop stronger marketing ROI
  • Capture and convert more visitors through compelling offers (SiteEngage) with engagement windows / popups
  • Build surveys for customers and prospects

 

Lead Liaison

The Importance of Sending a Professional Thank You

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Thank You

Everyone likes to be thanked, even those who you only know on a professional basis. Thanking someone is a way to show appreciation. When you send a thank you, people know that you appreciate the time, effort, and energy they put into something. Of course, it can be difficult to know who to thank and how to thank them. Once you understand the protocol, you will be able to show your appreciation to all of the right people. That will help you form valuable professional relationships throughout your career.

People to Thank

As a professorial, there are countless people that you need to thank. Thank your clients to show them that you appreciate their business. There are other companies they can choose, and you appreciate the fact that they chose yours. That is a huge reason to thank them.

You also need to thank prospective clients for taking the time to learn about your business. Doing this will help you move some of those prospective clients down the purchase funnel.

Next, you need to thank your employees. Without them, you wouldn’t be able to run your business. Let them know they are appreciated so they will continue to do a great job for you.

Finally, thank your partners. These are the people who provide you with ideas and partner up with you to help you create the best service. Let them know that you notice and appreciate their effort by sending them a thank you.

Examples of Professional Ways to Say Thank You

There are many professional ways to say thank you. First, consider using handwritten notes. This adds a personal touch when you say thank you. Then, include a thank you gift with the note. A box of warm cookies is a simple way to say thank you, but it works best when you see people in person. Fruit baskets and boxes of candy are always welcomed, and you can send them in the mail. You can also provide people with gift cards to restaurants or tickets to local sporting events. You can even send a nice bouquet of flowers, or keep it simple with an item that your company manufactures.

When you were young, your parents taught you the importance of saying thank you. You likely thank your family and friends. Now, it’s time to thank your work associates as well. Follow these tips and you will build professional relationships that will help you take your business to the next level.

Interested in sending a handwritten letter through our marketing automation tool? Click here for more information on our handwritten letters!