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Marketing Tools for Driving Traffic OFFLINE to ONLINE

Julie Baron Escobar March 14, 2012

This article is really great because Julie Escobar gives us some great marketing tools for driving offline traffic online. Every real estate agent needs to learn these techniques so take some great notes and please implement. We’re looking forward to hearing about your successes!

How to Use a Successful Mix of Marketing Tools to Drive OFFLINE Traffic to Your ONLINE Presence

By Julie Escobar

It’s been a busy week of interviews and interesting to hear what people are asking in terms of “how do I market my listings and myself more effectively?” Good question! Let’s see if I can share a little of what we’ve found that works when you’re ready to mix and match your marketing mediums so that you can really make the most of your time, energy and dollars. Sound good?

First let’s start with the obvious—we KNOW that 87% of home buyers and sellers START their search for their new home or REALTOR online, which is great news for you if you’re busily building an online presence…right? There’s just a little hitch — according to a study of Broker Website Effectiveness conducted by the WAV Group 69% of visitors to broker websites type the address directly into the browser, 20% use search engine – but with keywords such as agent or brokerage name, which means that more than 85% of all traffic to the brokers’ websites were coming from people who ALREADY knew them. This is good in terms of retention of customers – but not so good news in terms of driving NEW eyes to your website, blog or social media channels.

So if NEW traffic’s your goal, then you’ve got to find some ways to get consumers in YOUR MARKET who are looking for information about buying or selling a house and they start to type something into that search bar…They know YOUR NAME & Company name!

1. Make direct mail your friend. Don’t start yelling at me and saying direct mail is dead – before you consider a few facts. According to a survey conducted by the Direct Marketing Association nearly 70% of consumers prefer to receive announcements and information from companies they are familiar with via conventional mail, versus less than 20% who prefer e-mail pitches.

Now, don’t get me wrong, I’m a big fan of email marketing, but I have agents asking me week after week – “How do I get email addresses?” And that’s where I believe direct mail postcards can really compliment an agent’s marketing plan. They’re affordable, fast, don’t have to be opened first, quick to make an impression and done right – a great way to brand yourself, get your name TOP OF MIND for area consumers and drive people looking for real estate answers or information – Straight to your website!

We’ve even developed a new line of postcards to help you develop a social media following! Check them out: On the Web Templates!

Need help finding addresses to mail to?  Click here to watch a video on building your mailing list:  Mailing List Management

2. Next, add QR codes to all of your printed materials. Postcards, business cards, flyers – even sign riders! Point those QR (Quick Response) codes to your Facebook Fanpage, your lead capture forms on your website, your single property websites or just about anywhere on the web you want to drive new customer attention.

Here are a couple of QR Code Generators for you to try: (love the name of that one!)

If you don’t like either of those just Google “QR Code Generator” and you’ll find a bunch! I’d look for ones that have analytics attached so that you can track your results.

3. Add your social media addresses to everything just like your QR codes! Your business cards, email signatures, printed materials, websites, blogs, the works. Make sure everything has got all the myriad of ways people can find you (and create some great backlinks for your different sites at the same time!) And please don’t make the mistake that I see many businesses make where they simply say “follow us on Facebook” – you have to go the extra step. Tell them HOW! For example – Follow us on Facebook at (A shameless plug – but a good example!) I see business signs, cards, brochures etc. that just have the icons for social media and blogs but not the actual address. Make it EASY for folks to find you!

4. Join the online conversation. Don’t expect immediate results, but also don’t discount the power of the internet to help establish and fuel new relationships. Talk about what’s going on in your market, but don’t make your social media posts all about you or all about real estate. If you’ve got a niche your passionate about-talk, post or tweet about that! Ask questions. Invite the neighbors in your farm area to join a neighborhood fan page where you’ll help to keep them posted on all things that pertain to their area. Like to work with seniors? Blog or post about the things that interest them. First time home buyers your gig? Make sure you include information on how to save for a down payment, how to protect their interests, etc.

Another great strategy is to interview area business owners. If you’re tweeting or facebooking about them, there’s a good chance they’ll do the same for you! Ask an area roofer how what are the signs of a roof that needs to be replaced. Ask a plumber about winter pipe maintenance. Ask a local restaurateur about new menu items and promotions they might be having. Start conversing and connecting!

5. Offer items of value on your website or blog. A great way to capture email addresses is to offer free reports and value items to your website in exchange for email addresses. People are information hungry these days and if you can satisfy that hunger with the right collateral pieces- they’ll share their contact information and their loyalty! We’ve got lots of free reports and handy tools that you can download for free – find them here: Resource Page

So start mixing and matching and building both your email database as well as your book of business database so that you can whether whatever market storm comes your way. Good luck and remember we’re here when you need us!  Call our inside account management team at 866.405.3638 to learn how they can help you boost your business, drive more traffic to your site and get your phone ringing!

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About Author

Julie Baron Escobar
Julie Baron Escobar

Julie Escobar is a syndicated columnist who’s been in and around the sales, speaking and training industries for more than 25 years. With a passion for helping sales professionals and organizations build their business, maintain their motivation and realize their goals, you’ll find her always on the lookout for new solutions, strategies and techniques that can make jobs easier and life better. You can find Julie on Facebook at View all posts by Julie Baron Escobar →

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