When it comes to getting the sales that you need to really rock your real estate business, your best bet is to channel your inner caregiver and focus on seriously nurturing your prospects.
Lead nurturing is all about showing your sales leads that you can be trusted and building a relationship with each and every one of them.
In your campaign to nurture your leads, your main focus is to nail these two goals:
- Get a two-way conversation started
- Ensure the goals of your leads are met
But how can you meet these goals and make sure your campaign is on-point?
Check out our top 5 tips for improving your conversion rate and scoring more real estate sales.
1. Under Promise and Over Deliver
You might think that you should be promising your prospects the world to get them to buy what you're selling, but that tactic can actually weaken your credibility, leading to disappointment on both sides.
You need to figure out from the beginning, what you can and can't do for your real estate sales prospects.
Be sure to explain to your leads that you'll meet their needs in specific and realistic ways, even if that might seem as if you're not giving them quite all that they'd imagined you would.
They will appreciate your candor and will love that you are looking out for them with an honest approach, instead of being more concerned with only yourself!
2. Build Toward a Sale with Each Interaction
You should be taking your lead nurturing campaign activities seriously from the very start....not just when you're getting ready to close a deal.
Why are you contacting this lead via email? What are you hoping to get from this phone call?
In your work as a real estate agent, remember that you are selling yourself just as much as you are selling your services.
Take the time to ensure that each and every conversation you have with any of your leads is highlighting one (or preferably both!) of these things.
3. Take the Time That You Need to Succeed
Rome wasn't built in a day and you most likely won't make a sale that quickly either (not all the time), even if you are putting something in place up front to make sure that not a single lead slips by you.
Just be sure that you're thinking along the lines of "progress not perfection" by taking the time that you need to refine and revamp your first attempts at nurturing your leads.
For example, if you notice that the open rate on a particular email is super low, it's probably time to rework the content of that piece of lead generation.
If your efforts aren't turning leads into sales, it's time to take a look at another type of real estate marketing strategy.
4. Engaging Content is Key
Your goal is to encourage leads to opt into your content marketing campaigns, right?
If you're not getting the responses that you would like to see from your blog posts or email newsletters, your problem could be that your content is simply not engaging enough.
Shift your focus to sharing helpful and informative content with your prospects to get tons of high-quality leads and crush your sales goals!
5. Measure the Effectiveness of Your Campaign
After all of the hard work that you've put into nurturing your leads, you don't want to just take a guess at finding out how effective your lead generation campaigns have been, do you?
Absolutely not! You want to keep excellent records and frequently measure your lead nurturing efforts. That's where making good use of Google Analytics comes into play.
For example, you can keep an eye on the "click-through rate" on your website and watch out for a high "unsubscribe rate" on the emails you send out.
Once you have that crucial info, it's just a matter of taking care of the fixes you need to put in place using the lead nurturing tips you've just learned.
Get Your Lead Nurturing Goals Met
Now that you know how to take care of the leads that you've worked so hard to generate, you're probably ready for the next step, right?
If you're ready to get even more real estate sales, you might want to take a look at our handy checklist for the perfect inbound marketing campaign or check into our other helpful real estate marketing services.
Here's to your success!