Here’s How to Double the Number of Sales from Online Leads

If there is one thing that luxury real estate professionals learn from the skyrocketing popularity of online shopping, it’s this: potential customers are going digital. As the leading luxury properties developer in the Philippines, Brittany Corporation quickly adapted by strengthening its digital marketing and online lead generation.

It tapped qualified prospects and prospective buyers from various marketing channels through online advertising, boosting social media presence, and creating valuable online content.

But as a luxury real estate professional, you know that the sales process does not end after you generate leads online. Without the traditional face-to-face interaction in the early stages of the sales process, building customer connections and converting online leads to sales might take time, patience, and consistency. Learn more about the best ways to turn new leads into paying customers by reading on.

What Comes Next After Lead Generation? Keeping Your Sales Leads Warm

Attracting more leads online does not always mean closing higher sales. What you do after you generate leads is what will make or break your success in making a deal. So, keep these tips in mind when talking to potential customers in the early stages of your sales funnel.

Respond Immediately to Your Online Leads

An important reminder when it comes to handling sales leads: don’t make them wait. Responding immediately after your marketing efforts generate leads online is paramount to successfully converting them into paying customers.

A 2011 study and industry research done by Dr. James Oldroyd found that many companies lost their sales leads because their follow up process after online lead generation is not fast enough. Only 46% of the over 2,000 companies’ sales teams involved in the study follow up with potential leads within 24 hours.

Industry research reports that new leads are more responsive when a sales team reaches out to them immediately, and that level of interest for what you offer—be those luxury condo units or luxury homes—decreases the more time passes by. Remember that the online marketplace is a distracting and competitive space for you and your prospective buyers.

Still, if your sales teams don’t follow up quickly, it’s safe to assume that your existing leads have other options. It’s best to call or email your sales leads as soon as possible, preferably within the first few minutes.

Keep Leads Warm and Categorize Qualified Leads

Reaching out to your potential prospects immediately after you generate leads can help you categorize which among them are qualified or not. Qualified leads are those who fit your target audience and are likely ready to purchase luxury properties from you. They know their budget and criteria for the luxury properties they are interested in. As a marketer, it’s ideal to focus your sales efforts and real estate services on qualified leads.

Now, how about the unqualified prospects? The simple answer is they become contacts. Every luxury real estate professional knows that not all leads are qualified leads—but some unqualified leads can turn into paying customers when nurtured correctly. This is where lead nurturing helps you further.

A quick refresher: lead nurturing refers to the process of building trust and maintaining a connection to your leads until they are ready to purchase luxury condo units or luxury homes. Effective lead nurturing campaigns involve constant communication with your leads to gradually build brand awareness and ease them up to the buying process and eventual sale.

You can send targeted messages and create content personalized for them. Think of product updates, newsletters, and even educational content. Doing so maximizes your online lead generation efforts in every stage of the sales funnel and increases the chance of closing sales to more leads.

Why Follow-Up is Key to Generate Sales Leads

The power of following up a potential customer right after you generate sales leads is clear. The question is: what makes a great follow-up system for your target audience?

First off, follow-ups should be immediate and personal. Remember that your target customers are not just numbers—they are real individuals you can strike a personal connection. That said, send out non-generic emails or content when you follow up. Personalize your approach by using their names and a conversational yet professional and never pushy tone.

Next, if you want to stand out, your follow-up should be valuable. The luxury real estate industry is a competitive landscape. Make sure your product and service will not be buried by your competitors by providing your leads with something creative and valuable.

For instance, aside from personalized emails, an impactful follow-up can be in the form of newsletters and educational content about luxury real estate or promotional updates.

Generate Leads Online and Drive Sales with Search Engine Optimization and Content Marketing

As implied above, your follow-up strategy, alongside your entire lead generation and sales efforts, should be consistent but not overbearing. This is where SEO (Search Engine Optimization) and content marketing helps.

SEO is the technical process of increasing website visitors or quality traffic to your pages through content marketing, which refers to creating relevant and valuable content that will bolster brand awareness and, by extension, influence sales conversions without hard selling.

When you create the right SEO-optimized content online, you end up on the radar of your target audience as you rank high on their search engine results pages. Search engines like google indexes and ranks fresh and relevant content better than repetitive and low-quality ones on search engine results page. So, when you are creating content for your target audience, focus on providing solutions for their pain points. For instance:

• What would first-time buyers or investors of luxury properties be curious about?
• How can you make new leads that are unfamiliar with Brittany Corporation trust the brand more?
• What are the attractive financing options available for luxury condo or luxury homes?
• Why invest in luxury real estate by Brittany Corporation?
• How can luxury real estate investors increase their credit score for a smoother mortgage qualification process?

Create a blog post section, how to video explainers and more educational content that will establish your brand credibility and, by extension, earn customer trust. Doing so significantly increases your chance to positively influence their purchasing decisions.

Needless to say, combining these two is a powerful strategy that helps you generate online leads and increase revenue.

Ready to elevate your online lead conversion strategy? Explore more lead generation topics, marketing courses, and other sales content by checking the free resources on the Seller’s Portal.