The bigger the purchase the longer your potential clients will need to think about it. This makes commercial real estate lead time longer than many other industries.
Keeping commercial real estate leads engaged / “hot” over an extended period requires consistent and strategic nurturing.
Here are some ideas to help you maintain engagement and interest:
#1 Email Campaigns. Segment your leads based on their interests, IE investment, landlord rep, and tenant rep. Send personalized and targeted email campaigns with relevant content, such as industry insights, case studies, success stories, or updates on market trends. Use marketing automation like Mailchimp to schedule and automate these emails.
#2 Drip Campaigns. Set up drip campaigns that deliver a series of automated emails over time. Gradually provide valuable information, tips, and resources related to their needs and pain points. Keep the content engaging and educational to maintain their interest and build trust.
#3 Content Marketing. Create and share high-quality content regularly, such as blog posts, articles, videos, or podcasts, on topics that interest your potential clients. Offer insights, practical tips, and valuable industry knowledge. Encourage lead interaction by providing comment sections or inviting them to ask questions or provide feedback. Check out Newsletter Hero for content ideas.
#4 Webinars and Virtual Events. Host webinars or virtual events focused on topics of interest to your leads. Offer educational sessions and interactive workshops. These events allow you to engage directly with leads, answer their questions, and provide valuable information while keeping them connected to your brand. Check out Webinar Hero for help setting up your own webinar.
#5 Social Media Engagement. Use social media platforms to engage with your leads. Share relevant content, respond to comments and messages promptly, and participate in industry discussions. Leverage social media listening tools to monitor conversations about your brand and industry, enabling you to join the discussion and provide valuable insights.
#6 Follow-ups. Reach out to leads individually with personalized follow-up emails or phone calls. Reference previous conversations, remind them of your value proposition, and address any concerns or questions they may have. Personalized interactions help build rapport and demonstrate your commitment to their needs. If you don’t have the time to do personalized follow-up, automate this with an email drip on a platform like Mailchimp.
#7 Regular Newsletters. Send regular newsletters to your leads with curated content, updates, industry news, and valuable resources. Include highlights from your blog or website, success stories, and any relevant information that would be of interest to your potential clients.
Remember, consistency is key when nurturing leads over time. By providing valuable content, regular follow up, and freebies, you can keep your leads engaged, build trust, and increase the likelihood of conversion when they are ready to make a decision.
If you would like to get more leads and nurture them hands-free, consider getting a lead gen website!
Our modern commercial real estate website design package is built around one goal – converting traffic into leads. How much time would you get back if your website brought in leads hands-free, and followed up with those leads automatically?
Our website design package comes with pre-written ebook of your choice to use as a lead magnet!
Modern websites that act like lead generating machines is just another way, I’m taking the “broke” out of commercial real estate brokerage.
