HOW DOES THE NEW ONLINE SALES MODEL FOR REAL ESTATE WORK
Although we do not work in the commercial department, at the end of the day all of us who are part of a real estate company share, directly or indirectly, the same objective: to increase sales. Our joint efforts are aimed at achieving the growth of the company.
Sky Marketing strives to be Pakistan's biggest real estate developer ever, guaranteeing the highest international standards, prompt execution, and lifetime customer loyalty. With projects like http://www.skymarketing.com.pk/park-view-villas/
And under the traditional business model, this is more or less the breakdown of these efforts:
- 10% of time spent building relationships
- 20% on prospect qualification
- 30% in the presentation of the product or service
- 40% at closing
By moving it to a digital environment, many real estate developers make the mistake of implementing an aggressive strategy, harassing users with ads until they become annoying.
In contrast, the new real estate marketing model, tested in various markets, focuses on the human factor.
Everything starts from there: you have to think about the investor before pushing or forcing a sale of DF real estate developments, for example.
To avoid this practice, you can use an Inbound methodology that directs your digital marketing efforts towards generating qualified prospects, that is, investors with a high probability of buying your properties.
Taking this into account, this is how the distribution of efforts in the new online sales model, better known as Inbound Marketing, should be seen more or less.
Remember, in the real estate market, it is important to first satisfy those who will use your services (because they are the ones who will talk about your brand), before thinking about pushing sales.
- 40% of the time to build trust
- 30% in the identification of needs
- 20% in the presentation, matching your product or service to the specific needs of users
- 10% at closing
Your efforts should focus on the steps prior to closing, this will guarantee you generate the qualified prospects that your sales team needs.
Here we explain what these previous phases consist of:
PHASE 1: BUILD TRUST
The first thing is to build a relationship with your visitors (this is more important than the service you are going to provide).
You must assume that users can purchase the same service that you offer in another place, perhaps for a lower price, so what is relevant for them will be the differentiator that you provide.
One of the best ways to build trust in a digital strategy is through storytelling, or the art of storytelling.
That content makes you unique and will make communication between your brand and your customers more interesting and personal.
PHASE 2: IDENTIFY THE NEEDS
The best way to develop phase 1 is to focus on the investor's needs, and the best option to support this is by asking questions and listening carefully to the answers.
In other words, direct the conversation towards them and not towards you.
By doing this, a change happens in the investor's mind; Remember that people buy the property they want and then justify the purchase by believing they needed it in the first place.
PHASE 3: DELIGHT THEM
It's not about offering all your real estate in one fell swoop, nor is it talking about how good it is; it's about charming your client.
How? Through experiences and valuable content that educate and inform the investor that you already analyzed in the previous phases.
Resources:
Use of Web For Real Estate Marketing
4 Ways to Make Money in Real Estate with Little Money
23 Characteristics of a Good Real Estate Agent
Guide to Sell a Property Without Real Estate Agent
Further reading
Further Reading
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