content and context
Context + Content = <3. Incorporating Context into your Content Marketing
June 3, 2016
Adwords Ad Terms for Your Marketing Directors
June 9, 2016
Show all

Your Guide to Lead Management: The Right Time to ask Leads to Sign Up on your Site



Lead management takes time to master, that’s why we’ve been working on becoming lead management experts for you. Now, we want to share the secrets that we’ve seen work time and again.

The following is an excerpt from our new eBook, “Your Ultimate Guide to Lead Management.” If you like what you see, download the eBook and discover even more tips that will help you master the art of lead management. Oh, and did I mention it’s free!  So what are we waiting for, let’s get to it:

When is the Right Time to ask Leads to Sign up on your Site?

After you optimize your website and are generating traffic, the critical question that you should focus on is, “When should I ask a lead to sign up on my website?” There are three basic strategies that we recommend. Let’s look at them one at a time:

Strategy #1: Sign up to Search

Some websites require the user to sign up on the same page where they enter their search criteria. In this case, once the user clicks the search button, they’re signed into the site and the search is executed at the same time. The problem with this is that many times your potential leads will leave that search page before signing in at all, and simply look for another website that doesn’t require that they sign up immediately.

Pro Tip: If you want (or are required by your MLS) to have someone sign in to view search results, you’re better off showing them a quick view of results, rather than asking them to sign up right away. You can accomplish this using a lead capture modal. Users are more inclined to sign up to your website if they are able to understand what information or listings you offer.

Strategy #2: Give them a Taste

As a general rule, the sooner you ask users to sign up within your home search, the more sign-ups you get. That said, when you ask people to sign up right away, a higher percentage of those users may give you false information; the gate to see your information isn’t hard to get around. On the other hand, showing them a few listings and then asking them to sign up gives them a taste and makes them more likely to provide you with correct contact information. This means better quality leads.

Strategy #3: Keys to the Kingdom

The final strategy we cover is also the oldest one. It’s simple. Don’t ask anyone to sign up until you need to do so. Using this strategy, you only get a user’s contact information when they ask for more information about a listing, want to save a listing, get listing updates from your site, etc. or when they decide to create an account. This strategy eliminates fake leads. People are unlikely to fill out a contact form with fake information to schedule a showing. So, you only get real leads who are interested in learning more, seeing a listing, or somehow need to interact with your website in a way that requires their email address and phone number.

If you’ve read one of our eBook excerpts before, you know what to do. But, for those of you who haven’t, it’s easy, just download the free eBook, ‘Your Ultimate Guide to Lead Management: Proven Strategies for Turning Leads into Deals” and continue to explore lead management on a deeper level. Even if you’re pretty savvy already, you don’t want to miss out on adding these strategies that are sure to help you convert more to your arsenal. 


Samantha Leonard
Samantha is a Digital Marketing associate at Boston Logic, who works closely with the Marketing and Sales teams to create engaging and valuable content, with the goal of educating leads and guiding them through the buyers journey.