These 3 stages of the purchasing process are the mirror of your sales process
Posted: Wed Feb 19, 2025 10:25 am
1. Recognition: Attract visitors to your website
The user debates between renting or buying a house due to lack of space, insecurity, cost savings, etc.
The real estate development content you write on your blog should be based on these needs so that your buyer reaches your website, gets informed and considers you among their options. To do this, it is necessary to use SEO tactics and keywords that help them find you.
2. Consideration: Convert visitors into prospects
The user has already decided on the area, price, and credit rating of the property where they want to live. It's time to convert those visits into leads and qualify them according to your buyer persona criteria.
For example, if you place forms and your prospect decides to leave their details to colombia phone number data request a first visit to a property, fulfilling the characteristics of your ideal buyer, then they would become an MQL (marketing qualified lead).
3. Decision: Close sales opportunities
Your qualified prospect has visited several properties and has considered you as one of their final options. They will often come for a second visit, but with their family to confirm that you are the ideal choice.
Then, it would become a SQL (sales qualified lead) where agents must spend time and send specialized content until the buyer makes his decision. Finally, he chooses and signs a contract.
At this stage, you can close more sales with a CRM that helps you record every action of your prospects and the marketing team, as well as invest time in those who are qualified.
Empower your buyer and offer advice
In sectors such as real estate, a very important factor is the service you provide throughout the entire real estate sales process. How you accompany your buyer from the moment they consider you among their options until they choose you so that they can subsequently become a promoter of your real estate company.
The key to inbound is not to interrupt your prospect, but rather to offer useful and relevant content throughout their entire purchasing journey so that, even if they are not ready to buy, you continue to nurture them until they consider you a viable option in the future.
Something you should not overlook is the importance of aligning your marketing and sales teams, since knowing the purchasing process from when a prospect is attracted until they are closed is essential to automating their actions and making the commercial strategy more efficient.
Through effective feedback between your teams, you can improve marketing strategies to attract better prospects, as well as optimize your real estate sales process . With inbound marketing for real estate agencies, your agents will focus solely on real sales opportunities. How to do it? Download our guide and discover how to accelerate your real estate sales .
The user debates between renting or buying a house due to lack of space, insecurity, cost savings, etc.
The real estate development content you write on your blog should be based on these needs so that your buyer reaches your website, gets informed and considers you among their options. To do this, it is necessary to use SEO tactics and keywords that help them find you.
2. Consideration: Convert visitors into prospects
The user has already decided on the area, price, and credit rating of the property where they want to live. It's time to convert those visits into leads and qualify them according to your buyer persona criteria.
For example, if you place forms and your prospect decides to leave their details to colombia phone number data request a first visit to a property, fulfilling the characteristics of your ideal buyer, then they would become an MQL (marketing qualified lead).
3. Decision: Close sales opportunities
Your qualified prospect has visited several properties and has considered you as one of their final options. They will often come for a second visit, but with their family to confirm that you are the ideal choice.
Then, it would become a SQL (sales qualified lead) where agents must spend time and send specialized content until the buyer makes his decision. Finally, he chooses and signs a contract.
At this stage, you can close more sales with a CRM that helps you record every action of your prospects and the marketing team, as well as invest time in those who are qualified.
Empower your buyer and offer advice
In sectors such as real estate, a very important factor is the service you provide throughout the entire real estate sales process. How you accompany your buyer from the moment they consider you among their options until they choose you so that they can subsequently become a promoter of your real estate company.
The key to inbound is not to interrupt your prospect, but rather to offer useful and relevant content throughout their entire purchasing journey so that, even if they are not ready to buy, you continue to nurture them until they consider you a viable option in the future.
Something you should not overlook is the importance of aligning your marketing and sales teams, since knowing the purchasing process from when a prospect is attracted until they are closed is essential to automating their actions and making the commercial strategy more efficient.
Through effective feedback between your teams, you can improve marketing strategies to attract better prospects, as well as optimize your real estate sales process . With inbound marketing for real estate agencies, your agents will focus solely on real sales opportunities. How to do it? Download our guide and discover how to accelerate your real estate sales .