e-academy 3.0 nl slides
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TRANSCRIPT
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be prepared, be concrete, be successful in Lead Business
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be prepared Consument Wijzigende markt
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be concrete
Case study makelaar Jergeay:
You-Tube als Lead generator
Wat deed u met sociale media?
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be successful
Alles kan beter!
Voldoet mijn huidige marketing aan deze nieuwe omgeving?
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Paul Leysen Channel Manager
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Hoe begeef ik mij als makelaar in de Online omgeving?”
Van Lead tot Klant -
Verhoog uw omzettingsgraad
be prepared, be concrete, be successful in Lead Business
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be prepared
Consument
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http://www.youtube.com/watch?v=jm6wSFJVGtA&sns=em
Near Field Communication
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CONNECTED
NOT YET CONNECTED
DE ACTIEVE CONSUMENT :
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DAVID OGILVY
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Research Off line, Purchase (Buy) On line
Research On line, Purchase (Buy) Off line
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Idem: Boston consulting Group
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HYBRIDE
DE ACTIEVE CONSUMENT :
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NOT BEING PRESENT IS NO OPTION
DE ACTIEVE MAKELAAR:
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be prepared
Wijzigende markt
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http://www.webrankinfo.com/dossiers/google-search/comparateur-assurance-auto
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Info:
Wetsvoorstel voor de Consument (Wet Hamon) : voorziet o.a. de mogelijkheid een verzekeringscontract op te zeggen op elk moment na één jaar en dit zonder penalisatie.
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Info:
Zorgverzekering verplicht in Nederland sinds 1/1/2013
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ALBERT EINSTEIN
INFORMATION IS NOT KNOWLEDGE
THE ONLY SOURCE OF KNOWLEDGE IS …
EXPERIENCE
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be concrete
Case study makelaar Jergeay: You-Tube als Lead generator
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• Study Case: Jergeay
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1 lead / 2 dagen
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2 lead / dag
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JEAN-FRANCOIS LE BESTE
BUITEN HET KADER TREDEN
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be concrete
Wat deed u met sociale media?
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.
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64
Page professionnel sur Google+ Local
Profil personnel sur Google+
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65
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iMaps+
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Persoonlijk profiel
zakelijke relaties onderhouden, oud-collega's terugvinden en acquisitie plegen of gevonden worden
Contacten leggen!
bij groepen aanmelden
Bezoekers : tijdsinvestering
Zakelijke pagina
Vereiste :
Eigen domeinnaam beschikken (bvb generali.be)
Niet mogelijk met hotmail.com, gmail.com of andere providers
Info over je bedrijf , je merk , uw producten en diensten, vacatures.
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Info:
http://hulp.linkedin.com/app/answers/detail/a_id/10456
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Maak je Linkedin-netwerk visueel
Info
http://inmaps.linkedinlabs.com/
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Info:
http://www.youtube.com/watch?v=bTTDD-n8-vE&list=PL27DE225FA29FC243&index=7&feature=plpp_video
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JUST DO IT
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be successful
Alles kan beter!
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Motivatie van een Lead: de echte rede van de aankoop
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Motieven die doorslaggevend zijn in de keuze door de prospect
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Motivatie van een Lead
#1 meerwaarde van de makelaar
#2 Snelheid van handelen
#3 Prijs is niet het belangrijkste
#4 Nieuwe klanten
#5 Geen kannibalisme
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TOP 3 – Motivatie van een Lead
Toeg. waarde makelaar
Nabijheid
Snelheid
Prijs
31%
20%
20%
17%
?
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max. 1 min max. 3 min max. 10 min max. 1 h max. 4 h max. 12 h max. 24 h max. 48 h
BRON/SOURCE: ENQUETE 3.0
Aanvaardbaar tijdsverloop tussen het ontvangst van en reactie op een Lead?
Gemiddelde tijdsverloop in uw kantoor
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SENSE OF URGENCY
BRON/SOURCE: ENQUETE 3.0
SENSE OF URGENCY
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SENSE OF URGENCY
BRON/SOURCE: ENQUETE 3.0
BE THE FIRST
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SENSE OF URGENCY SENSE OF URGENCY
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BRON/SOURCE: ENQUETE 3.0
GEBRUIK ALLE MIDDELEN
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Verlies geen Business door een gebrek aan efficiënte lead-opvolging.
Lead-opvolging een kwestie is van een goede organisatie, waarvoor geen complexe tools vereist zijn.
Enkele cijfers, die onze ervaring deels bevestigen: • 50% van de shoppers koopt bij de aanbieder die
het eerst reageert op de vraag. Vandaar het belang van snelheid van handelen
• 33% van de leads vernemen nooit iets van het bedrijf de ze contacteerden
Bron:
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be successful
Voldoet mijn huidige marketing aan deze nieuwe omgeving?
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WEBSITE MAKELAAR
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WEBSITE COURTIER
MAAK JE WEBSITE OP BASIS VAN DE «OUTCOM » (LEADS)
NIET OP BASIS VAN INHOUD(INPUT)
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WEBSITE MAKELAAR
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Een veelvoud van: - Communicatiemiddelen - Aanwezigheid (on- & offline)
Nood aan identiteit doordacht en coherent
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#1 Ik heb een logo, ik heb dus een marketingplan
#2 marketing is publiciteit
#3 mijn (potentiële) klanten is een ouder publiek, sociale media werkt hier niet
#4 mijn neefje kan een website maken
#5 inbound en sociale media zijn gratis
#6 marketingcampagnes leveren onmiddellijk resultaat, als het maar groots is
#7 mijn boodschap moet regelmatig veranderen, anders wordt het verouderd
Based on Small Business Marketing by Debra Murphy on July 12, 2013
marketingmythes = uitvluchten
De 7 marketingmythes voor een makelaarskantoor
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Prijs voor de 4 sessies: € 375 all in
Incl. handige online applicatie Elke deelnemer maakt gebruik van een marketingplan app, een handige online applicatie waarbinnen op een stap-voor-stap manier het marketingplan wordt opgebouwd. Tijdens de sessie wordt dan ook aanbevolen om uw laptop of tablet mee te brengen.
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