If you haven’t taken a marketing course, you’re probably wondering what the heck a sales channel is.
A sales channel is the way an agent or broker goes to market their services to potential clients.
There are 5 Sales Channels in commercial real estate.
#1 Current clients.
The best way to get a new commercial real estate sale is from someone you’ve already sold property to. Newsletters are a great way to follow up at scale, keeping top-of-mind when your former clients are ready to make another property transaction. Offer value with freebies and occasional webinars to wake up a stale list.
#2 Cold outbound.
Everyone in commercial real estate knows this one, but I’ll list them: cold calls, cold texts, and cold emails. If your efforts have been declining, consider adding freebies to 10x conversion rates. You can use inexpensive services like “direct to voicemail” to get thousands of cold calls done in one click. Or Woodpecker.co to do a full cold email marketing strategy to large lists. You can advertise a property, freebie, or business services.
#3 Content.
Content is a great sales channel, the organic traffic it generates is 100% free. Content created for your target audience will compound over time. It’s not uncommon for one piece of content to bring in consistent traffic and leads over many years. Blogs, videos, social media, webinars, podcasts, press releases, 3d virtual tours, etc. are all considered “content”. This is a great commercial real estate marketing strategy since it’s not used by many competitors.
#4 Referrals.
You can build an entire career off getting property deals from referrals alone with very little commercial real estate marketing needed. Bring together clients with events, encourage them to bring associates and build a community. Joining a local country club can also be a great way to bring in consistent referrals. Find small, master planned community golf courses to join that won’t break your budget. You don’t need a huge marketing plan for referrals, so if the idea of commercial real estate marketing bores you, this might be your best bet.
#5 Paid Ads.
When I say, “paid ads”, I mean Google, LinkedIn, Facebook, Instagram, etc. I, personally, don’t love keyword ads. I feel like they are too expensive to run tests on (unless you’re willing to drop 10k on testing). Instead, I like the Google Display Network. You can run an ad for your freebie, link to your landing page, and watch the leads come in. I suggest you test your landing page with an email marketing campaign before you start an ads campaign. You want to make sure it converts before you spend money on it.
Make sales channel easy by sending leads to your website. A website created for lead generation can turn your sales channel into deals!
Anyone can create a beautiful website.
Anyone can throw buttons on it and claim, “it generates leads.”
I’m the only one offering the Sales Funnel Masterclass to easily create lead magnets that work, build relationships at scale, and sign more deals.
Without a sales funnel, you won’t get long lasting results, period.
If you’re nodding along, let’s get started! Schedule a call or zoom.
I’m out to take the “broke” out of commercial real estate brokerage.
I want to start with you.
You ready? Schedule a call or zoom.