When working with a lead generation program for big-ticket items like cars, houses, jewelry, etc. some high-end clients will question the value of their leads. Some express frustration that those who submit their forms are not ready to do business right away, and a few even pull the plug on things, completely prematurely. How can you tell if a luxury or high-dollar item lead is dead?
We can safely say that unless the person on your drip campaign opts out, you shouldn’t stop contacting them for at least six months, and you should make sure to send out at least 30 attempts at communication over that time span. Why be so aggressive? Because people who buy high-priced items are much more likely to be careful and perform a lot of research before buying. That’s a fact, so you need to be more consultative while they are in their research mode. Offer them plenty of attractive, specific offers, but also provide them with tons of free information in the form of helpful articles on the industry, a newsletter, updates on the industry, webinars, etc.
If you can prove to them that you are not just interested in a short-term sale, and can deliver to them over the long haul timely information that helps them make the best overall decision, you will win over a lucrative segment of less-impulsive shoppers. So give them a little long-term hand-holding, won’t you?
We can help you set up your lead generation campaigns from start to finish if you’re too busy to handle these time-consuming, yet crucial search marketing tactics; please contact us for a free initial consultation.