Tips for closing internet leads

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The pre-internet methods of pursuing sales leads were cold calls, list databases, and mass media like radio, newspapers, and TV. The problem with these methods is that they take a lot of time and money and over time people start to ignore them. In contrast, Internet leads are inexpensive, targeted and delivered directly to you at the right time.

One of the struggles some people run into with internet leads is a relatively low closing rate. Some agents find that even though they have a constant flow of high quality leads, they have a little trouble closing the deal on most of them. These are some tips to turn that around.

The fact is that some agents are new to Internet leads and have not yet mastered them. Dealing with customers who shop and do research online can be different from dealing with traditional customers.

One thing to keep in mind is that a customer who does research online and decides to fill out an extensive questionnaire in order to become a sales lead is probably a veteran of Internet use and is accustomed to quickly exchanging information. They are used to getting quick, even immediate responses and they expect the same from you.

One mistake to avoid is to think of the online sales prospect as simply a quick sale. These prospects are actually very informed and are probably in the process of researching several of your competitors at once. It's important to treat each prospect as a potential long-term client or customer. That said, no one becomes a long-term customer without closing that first sale.

Remember, even if you do everything right, not all leads work out in your favor. In order to have long-term success with Internet leads, it's important to commit to learning how to use them effectively.

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