When your content marketing and sales forces align their efforts, they form a powerful symbiotic relationship that grows your brand and your bottom line.
There’s a big misperception out there that content marketing represents some kind of threat to the job security of sales personnel.
It’s absolutely true that content marketing is an inbound approach, contrary to the traditional outbound approach of a real estate sales force. But make no mistake: Content marketing is not a substitute or replacement for an expert sales staff.
In fact, it’s when marketing and sales work in tandem that they’re most effective. They can help each other out to generate more leads, nurture current leads more effectively, and even help close more deals.
Content marketing helps generate a steady flow of quality leads, and it provides targeted information to usher prospects down the sales funnel. But even quality leads don’t turn into sales on their own. This is where a sales staff comes in — to take those leads and cultivate them into new business.
Content marketing vs. sales: Division of labor
For content marketing and sales to work seamlessly together, it’s important to have a clear idea of the role of each. They provide different touch points for leads at each stage of the buying cycle. Here’s a quick primer:
1. Forming a relationship
In this early stage of the cycle, your content marketing efforts go toward opening up a dialogue with potential buyers and renters. Often, potential leads’ first engagement with your property comes when they come across one of your blog posts while searching the web or see one of your social media posts because they’re connected to one of your followers.
This is when your sales staff picks up the ball, keeping that positive contact going by developing it into a conversation. It’s your sales team’s job to cultivate an ongoing personal relationship with leads that come in because they encountered your content.
2. Providing information
Now that you’ve established a relationship and your sales team is continuing a dialogue with your prospect, content marketing can step in. Potential buyers spend more time than ever researching properties, considering content such as blog posts, neighborhood guides, and social media posts before making a purchase decision. The content that you share with prospects at this stage of the buyer’s journey should be designed to answer informed questions and tip the scales in your favor.
At this stage, your sales staff should be directly answering questions from prospects. When a lead reaches out with a query, it’s likely that he or she has done a fair amount of research. So your sales reps need to speak specifically to the customer’s needs in a way that content alone can’t do to keep them interested and moving down the funnel.
3. Advocating for your brand
Content marketing increases brand awareness for your properties. It helps elevate your brand position within the real estate industry and keeps your property in their sightlines, even at a time when potential buyers aren’t ready to make a purchase.
When a prospect is preparing to make a purchase or to rent property, your sales staff is the primary advocate for your brand and properties. They should be proactive in pursuing business when leads show interest in your content or when they reach out with questions. They drive dialogue and get to know potential buyers and how your property can suit their needs.
A match made in heaven
When content marketing and sales work together, you’ll see the results hit your bottom line. Curating and creating great content will generate quality leads for your company and can empower your sales force to build relationships with potential buyers and renters — and to close the deal.
- Infographic: Real Estate Marketing Trends 2018
- 10 Social Media Statistics for Real Estate Marketers 2018
- How to Measure Brand Awareness: A Guide for Real Estate Marketers