When a seller mentions seeing your online ads

Acknowledge the seller's observation directly

When a seller says something like, 'I saw your ad on that website' or 'You guys pop up on my phone all the time,' do not dismiss it. Acknowledge it simply. Say, 'Oh really? That's great. Thanks for noticing us.' This confirms that his or her observation is valid and makes him or her feel heard.

This is not a moment for a sales pitch about your marketing efforts. It is a moment to build a micro-connection and show that you are paying attention to what he or she says.

Use it to reinforce your core message

Once you have acknowledged his or her comment, you have an immediate opportunity to subtly reinforce what your ads are already telling him or her. For instance, if your ad focuses on fast cash offers and a simple process, you can say, 'Yes, we try to get our message out to homeowners who need a simple way to sell quickly, like we're talking about now.'

This ties his or her previous exposure to your current conversation, making your brand feel more familiar and trustworthy. It shows consistency in your messaging across different channels.

Pivot back to the seller's needs and motivation

The most important step after acknowledging the ad mention is to pivot back to why you are talking in the first place: his or her property and his or her motivation. Do not let the conversation linger on your advertising.

You might say, 'So, I'm glad you saw our message. But really, what's most important now is your situation. What was it that made you reach out to us today?' This refocuses the discussion on his or her priorities, which is what truly matters for the deal.

This is also a good moment to listen for any specific pain points that might have resonated with him or her from your ads. If he or she mentions, 'Your ad talked about houses needing repairs,' then you know he or she might be concerned about property condition.

Avoid asking for feedback on the ad itself

Resist the urge to ask the seller, 'What did you think of the ad?' or 'Was it effective?' He or she is not a focus group for your marketing. His or her primary concern is selling his or her house.

Such questions can shift the dynamic from you being a potential solution provider to you seeking validation, which is not where you want to be in a negotiation. Keep the focus professional and oriented towards his or her problem.

Understand it as a positive sign of brand visibility

When a seller mentions your ads, it is a clear indicator that your marketing efforts are working and building brand recognition in his or her area. This prior exposure often means he or she has a baseline understanding of what you do.

This can shorten the sales cycle slightly because you do not have to introduce your concept from scratch. It builds a subconscious level of trust, as you are not a complete stranger to him or her when you first connect.