Transforming your Real Estate Sales Process for a Successful Launch

Up until recently, real estate companies were quite happy sticking to traditional sales practices. However, with increasing competition, changing consumer preference and rise in technology there is a need to find unique ways to launch a project in the market and boost sales from the launch. Also, developers are looking to stand out from the rest and in order to do so, need a process transformation over the traditional practice of marketing and selling.

Here are certain aspects which you should think of when launching a campaign or a project:

Manage all your stakeholders efficiently:

Real estate selling involves multiple stakeholders - your consumer, channel partners, and the sales team. Are the stakeholders aligned? The answer is ‘No’! Currently, we see 30% conflict between the channel partner leads and marketing-generated leads. There is a higher scope for improvising the entire sales process if the conflicts are restricted at the very beginning. As such, there is a need for a single platform that all the stakeholders can operate on and seamlessly complete all the activities, thereby streamlining all channels for you as a developer.

Bring transparency for consumers and every stakeholder

We all know real estate has one of the longest buying cycles. One of the major reasons for this is the lack of transparency to the home buyers. Home buyers don't have any clarity on the availability of the inventory, costing or the payment plans. This leads to either multiple conversations, thus increasing the buying cycle, or increases the number of cancellations after booking due to lack of information. Often there are scenarios where multiple bookings happen on the same unit because there is no clear picture for channel partners or the sales team about apartments that have already been promised to consumers. With the way the market is evolving, this transparency is a necessity for any brand.

Enhance the customer experience from enquiry to final sale

The best way to establish brand value is by providing an experience to the customer like none other. Engaging customers with interactive collaterals like 3D modelling of the project, personalised and customised messaging based on the behaviour of the customer, etc. help brands maintain top-of-the-mind recall and ensure that the customer does not drop off from the funnel soon. This engagement in the middle of the funnel helps in accelerating the decision making process.

Effectively utilise advertising, marketing, and sales data to achieve more without needing to scale up human resources

We collect a lot of data in the course of the advertising and sales process. Do we effectively utilise the data and bring in intelligence? There is a great disjoint between advertising and sales and the feedback loop is hardly completed. The feedback to the advertising teams and platforms in the form of Sales Data will help in focusing on the right audience and optimising the performance of the campaigns. We have recently seen a lot of people trying to move towards online mode for operations. Not only payments but document collection, KYC details can be completed online to reduce the human resource requirement. The activities performed by a potential customer needs to be synced with the CRM that the sales and pre-sales team use to bring in intelligence to sales operations. Unless this happens, how will a sales or pre-sales agent know who is the right customer to invest time in? Plugging in Marketing Automation and Sales Automation is now a "must have" and no more a "good to have" feature.

If you are planning to launch a project soon, do get in touch with us. We at Amura Marketing Technologies have developed a booking platform - IRIS - which will help you manage your entire launch. The platform has been awarded as the Best Consumer Initiative by Realty Plus in March 2019. We have helped brands like Embassy Group, Amanora Park Town, VTP Realty, Peninsula Land Ltd., Gera Developers, Sunteck Realty, Pride Purple Group transform their business processes and yours can be the next!



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