“In the Digital Age most real estate agents look to online marketing only and old school marketers think direct response mail will work without telemarketing. The truth is they all work together like a finely tuned orchestra.”
WHAT’S THE DIFFERENCE BETWEEN TELEMARKETING & COLD CALLING?
Telemarketing versus cold calling is always a lightning rod when you talk about real estate. What’s the difference between the two? In my opinion (emphasis on OPINION), cold calling means you’re picking up the phone and calling. Get into conversations, see if you can get somebody talking. Personally, I don’t like it. The “cold” part without a plan bothers me. Telemarketing, in my opinion, is calling people under the framework of a very highly-structured, planned event.
When you’re telemarketing, you’re going to be marketing YOU and your expertise within a defined, planned geographic location. Doesn’t that make more sense, as an expert, than calling someone “cold?” Calling with a plan and your market expertise is already much better than calling cold! Giving away information like this for free gets you into a useful conversation much quicker and easier than cold calling. You must contribute something to them first, and that’s where telemarketing can be really powerful.
WHY TELEMARKETING SHOULD BE YOUR FIRST CHOICE FOR MESSAGE DELIVERY
Running to online platforms as your first choice is a big mistake. Try telemarketing. Trust me — just try it! If you want to do more sales, you have to have phone conversations — a lot of them. Having as many quality conversations as you can, every single week, should be your first priority. It’s not going online and thinking you’ll put your destiny in the hands of Facebook or Google AdWords. Telemarketing is a conversation that contributes to the people you’re calling.
HOW TO USE CONTENT MARKETING — ONLINE & OFFLINE — TO SUPPORT TELEMARKETING
The real boss — the consumer — is starting to say, “Stop bothering me,” because so many in real estate are taking (calling non-stop, etc.) and offering nothing of value in return. Lead generation no longer works the way it used to. Listen to this section for the real “meat and potatoes” — tips on how to tie your online and offline marketing into your telemarketing plan.
IT’S ABOUT PROSPECTS FIRST, APPOINTMENTS SECOND
All of the cold callers are trying to book appointments — it’s all about the appointments for them. With telemarketing, it’s about prospects FIRST, appointments second. If it’s all about the appointments, you have the priorities backwards. The prospect relationship needs to come first.
TELEMARKETING NEVER STOPS!
You’re always going to be calling and marketing a message via the phone. You’re telemarketing a certain message to a lead. You’re telemarketing an upgraded message to a prospect. When they’re a client, the calls become very hyper-specific, going over and over the plan. This all happens by the phone and yes, it’s supplemented by online and offline marketing. If there are no phone calls happening in your business… Get going with telemarketing immediately!
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