Follow-up, Follow-up, Follow-up, …
The process of getting a property sold does not stop when the real estate lead has been generated. Too often we see companies expecting the holy grail of lead generation. During a feedback moment, the quality of the leads are measured and we are told that result aren’t what they hoped it would be. But when we dig deeper into the way they operate, it soon becomes clear why… There was little or no follow-up, the right questions weren’t asked or they were unable to keep this lead warm when it indicated that it did not want to buy right now but later in time.
Lead Generation is the first part of the proces...
Lead generation is just the first part of the proces to get a property sold. You have to attract the attention of interested buyers in the first place. But when you stop after the real estate lead is generated, you’ll never make the sale.
You need pick up the phone and start dialing.
Ask the right questions and guide the client through a well-structured sales conversation. So that you can determine in which phase of the purchasing process this customer is.
A tip would be to work with types of customers and give them a tag within your CRM application. These tags can then be linked to online and offline marketing actions to keep these customers or potential buyers informed and warm.
It’s very important to stay top of mind in the heads of these potential buyers, but in a creative way.
Cause it’s the follow-up that ensures conversions.
The importance of follow-up
Lead generation is an important phase in this process but if you want to close the deal, you need to follow up your real estate leads with the right approach. Standard e-mails are a thing of the past. People nowadays want to be helped, informed or adviced in a personal, transparent and direct way.
Are we saying that you cannot use email software such as ActiveCampaign, Mailchimp or other similar solutions? No! Certainly not.
That’s not all, as a Proptech startup, we are a very big fans of automating processes. CRM solutions are great to keep track of all your interactions with the customer and necessary to grow as a company.
You can use these tools to send out e-mail campaigns, but your communication must be personal. Lead nurturing is all about building relationships with people, it keeps the communication going and needs to continued to build on this relationship until a deal is closed. Never forget that people buy from people. Especially when it comes to an important purchase like buying a property. There must be confidence in both parties for this to work.
Will you be able to realise a sale on every real estate lead you receive from us if you follow up in the right way? We cannot guarantee this. But, if you continue with the right approach and let yourself be guided by our expertise, your chance of selling your property will increase dramatically.
This is what Immowi is all about! Lead generation and lead management to close real estate transactions more effectively!
What is the definition of a qualitative real estate lead?
What is a high quality real estate lead for Immowi?
A high quality real estate lead for us, is a dataset, of which the data is correct, from a person who indicates their interest in buying or investing in real estate in the short, medium or long term.
In other words, the person can be contacted and a buying signal can be captured from the first conversations.
It is then up to the sales and/or marketing team to follow up on this lead, keep it warm and ultimately close it.
We hope that this blog helps you to understand what Lead Generation and Lead Nurturing is all about. To create relationships over time and to get the sale in the end. We want to help real estate agents and project developers reach their goals. By delivering high quality leads, sharing our knowledge and experiences and giving strategic support in online real estate marketing.
If you have any questions or remarks, feel free to send an e-mail to firstname.lastname@example.org.