Posts tagged as:

lead nurturing

Snag Customers By Letting Prospects Go

November 13, 2009

Let me start by saying that if you are trying to land big accounts there is no one better to listen to than Jill Konrath.
Jill Konrath, Author of Selling to Big Companies
I recently reread Selling to Big Companies (affiliate link) and I am amazed at the contrast between Ms. Konrath and the average sales [...]

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Web Leads – Pounce or Nurture?

June 25, 2009

Mike Damphousse, of Smash Mouth Marketing blog does an interesting survey of several lead generation experts.
The basic question was what do you do with a Web lead? Specifically, Damphousse presented his survey like this:
My question: Within a day or two of sending an initial email to someone, leaving a phonemail or posting an interesting blog [...]

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Build Trust By Capturing Customers Researching a Purchase

July 2, 2008

Customers in the research phase of any type of purchase are venerable, and they know it. This is why the person that helps and adds value during that time build a powerful loyalty. Real Estate Brokers are famous for this technique. They help people buy their dream home, which is always scary. During those hours [...]

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CRM, Where is Your Customer and Your Relationship?

June 13, 2008

Customer Relationship Management is the bane of most senior executives’ existence. It has been preached as the silver bullet for most of their careers, but is rarely executed. Why do 90% of these implementations fail? Why does sales hate every system? Why does marketing work around it? The answer is simple–we don’t start with a [...]

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Is the Internet Important to Your Local Real Estate or Mortgage Business?

May 1, 2008

Is the Internet important to your local real estate or mortgage business? Apparently, the answer is a big–YES!
I know I already hear the comments:
“Bill, all my business is referral business.”
“Internet leads suck!”
“People on the Internet are only window shopping. They never buy anything.”
“Internet only works for the big National guys with lots of money.”
Well, I [...]

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