In real estate, the chances of a successful lead conversion hinge greatly on a successful site visit. It’s a make-or-break moment in the sales process. Statistically, more than 7% of property site visits convert into actual sales, a high conversion rate considering the substantial cost of a unit.
With such a high conversion rate, it is imperative to have a sound strategy in place in order to drive more leads for a site visit.
A site visit is a significant step undertaken by the buyers before they decide to invest in your project. When a buyer chooses to visit a potential site, it shows their buying intent. Thus engaging your potential customers through site visits will inevitably lead to higher chances of sales.
Marketing for a high-ticket item is a step-by-step process where you smoothly nudge a consumer from one stage of buying cycle to the other. It is recommended to not only invest in creating great sample flats but also encouraging more site visits. Once a set of qualified leads is in place, the following steps can be applied to drive more site visits.
Simplify the Site Visit Booking Process
Scheduling a site visit for a consumer should be simple and easy to use. Adopt the one-click scheduling model so that potential consumers, interested in a site visit, can visit the project page, enter the necessary details and preferred time slot for the site visit and get the site visit scheduled. Upon successful scheduling, they should also receive a confirmation email & calendar invitation and can also easily reschedule if they wish to.
To execute the one-click booking process effortlessly, a sales automation software like Sell.Do Sales can be integrated into your system. The platform will take care of everything from scheduling the visit to sending notifications and reminders of the visit to the leads and the salesperson as well.
The simpler the process, the higher the opportunity for more site visits.
Save Time & Effort Through Virtual Site Visits
Companies with an option of virtual site visit have witnessed around 30% increase in the number of site visits. An easy-to-set-up, customizable VR technology allows a lead to experience the site from the comfort of his/her home. Moreover, it works well for NRI leads or leads from different parts of the country. A VR site visit will surely extend the reach in terms of leads.
With zero efforts involved, a consumer will more likely opt for it. By using automation platforms like Sell.Do Sales, where the integration of a VR site visit feature is seamless, a virtual site visit setup can be easily achieved.
Provide a Pick-up/Drop Service
The major pain point holding back potential leads from actually going through a site visit is the effort it takes to visit the property. A free pick-up and drop service is a valuable addition that attracts and drives more site visits. It will save consumers the cost and efforts to travel and in turn, will be easier to convince them to visit the property site.
However, if the property is located in a bigger city where it is difficult to have a pickup and drop, then arrange a pickup from a station or a nearby area.
Build an Experience Centre
When a potential lead visits the site, he/she would be expecting more than just a tour of the sample flat. Renowned real estate companies have designed a consumer experience centre where they demonstrate how the complete project will look like and give the consumers a feeling of the lifestyle that the project provides. New-age consumers want more than a good flat to live; they aspire to a better lifestyle. It is imperative to give them a teaser of the lifestyle experience that they can expect from the property. Experience centres make use of smart technological solutions like VR or video centres to achieve this end goal.
In the marketing communication, including images of your consumer experience centre so that the consumer will be more inclined to visit the project.
Personalized Content Automation
It's important to connect with a consumer at the right time - when the consumer is browsing your project website you are at the top of consumer's mindset at that moment. With advanced marketing automation features, you can have a personalized content strategy for each consumer in your lead nurturing plan. By tracking web and sales interaction of each and every consumer, it is easy to send relevant messages on any particular event triggered by the consumer.
Using marketing automation tools, companies across diverse industries have witnessed a 20% increase in consumer engagement rate. The higher the engagement rate, the more is the probability of achieving site visits.
Sell.Do Marketing sets up in-depth drip marketing where communications are based on various touch-points. When a consumer visits the project website or has a quality conversation with a pre-sales representative, an offer emailer or an emailer showcasing the project’s aspiring lifestyle can be communicated. An exclusive 'Schedule Site Visit' CTA in these emailers with a link to the one-click booking process can go a long way in converting potential leads.
Start planning a dedicated strategy to drive more site visits and witness growth in sales.