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The web has dramatically changed roles in the sales process, empowering the real estate buyer.

Investors today are clearly reluctant to interact with sellers until they are ready to make a decision.

So why do the commercial teams of real estate developers continue to spend much of their time on direct sales?

Why are marketers required to be good at making unsolicited calls - known in marketing as "cold-calling" - to strangers?

True, it is imperative that salespeople develop their sales and communication skills over the phone.

However, it is proven that "cold-calling" is one of the least efficient techniques to generate new real estate buyers, because:

It doesn't work 97.9% of the time.
The cost per lead is 90% more expensive.
Less than 2% of calls generate an appointment. 

These statistics should be alarming in any company. Why continue with an unprofitable, invasive and inefficient sales model? Why continue with the same marketing strategy?

It is time to stop the hunting and start investing in generating leads, generating prospects and doing a better search for investors for your real estate developments.

The growth of the web is an unstoppable trend and in this scenario, companies must align themselves with the expectations of current consumers.

The reality is that consumers do not want to interact with sellers until they have gone through at least 70% of the purchase process, according to the latest estimate from Hubspot, the world leader in internet sales and marketing software.

The stages of the buying process have evolved with consumers, so it is time for sales teams to update their sales techniques as well.

BELOW WE SHARE THE 6 PRACTICES THAT WE HAVE IDENTIFIED FOR YOUR SALES TEAM TO GENERATE GREATER DEMAND:

Leave behind the traditional "cold-calling"

It's time to stop talking to businesses that don't need to buy real estate.

Instead of spending your efforts making a lot of calls and sending a lot of emails, focus on prospecting and identifying potential customers with whom you can strike up a conversation.

From there, you design a value proposition that meets their investment needs in the time and way that is relevant to them.

Continuing education for your team

Eliminate the poorest performing elements on your sales team.

Reallocate those resources to the earliest stages of the sales process to create demand for your business.

Train your remaining members to learn the new business techniques of the digital age.

Go for your leads

Invest in an Inbound Marketing campaign and focus some of your resources on creating valuable content for your users, to later automate your marketing.

If you do not have the necessary resources, hire an agency to do it for you and develop memorable content together with them that convert visitors into potential clients.

Actively participate in your industry

Hold conferences, seminars, or talks (similar to TED Talks) in the real estate business.

Invite your best sellers to participate as speakers to talk about the environment of your developments.

The goal is for your best salespeople to be thought leaders and value creators.

Show in a simple way how

Invest in the production of educational videos for your website, remember that the objective is to educate to generate demand and to prepare the investor.

He has access to all the information he needs and what better way than to provide it yourself.

Grow your team

Turn your most successful employees into relevant exhibitors in your industry. For example, it invests in their training and in their affiliation to national and international conferences on Digital Marketing for Real Estate Developments. Show him that he is an important asset to you.

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