Targeted Direct Mail and Networking
Like social media, you will achieve far greater results with direct mail by narrowing your targeted set of prospects. Finding ways to segment your audience and then reaching out with a personalized letter can be one of the most affective forms of mass communication. For example, supposed you’re targeting commercial real estate investors. You might try including an opening that speaks directly to them: “Over the years, we’ve found that our investors want to distinguish the best investment opportunities from those that have them losing sleep at night. We’ve also found that we can keep help set their minds at ease by [fill in your secret sauce here]”. That’s pretty captivating stuff because immediately a personal connection is created with the investors by acknowledging pain points they’ve likely experienced.
Finally, in an industry built upon personal relationships, personal networking is must. Don’t think of this an opportunity to simply press the flesh. Look at every networking opportunity as one more opportunity to do what we’ve been speaking about – create a lasting relationship. Building bridges by helping others solve problems turns you into a commercial real estate lead generation magnet. After a while, people will be seeking you out for advice, consultation and insight on the next big commercial real estate opportunity.
Some people may call these just marketing tactics, but each of these can be instrumental in building your commercial real estate lead generation funnel. Lead generation is critical for any business and sometimes you may only have once chance to get it right. Think about all of the blogs, websites and tweets you’ve read, never to seek out the business that created them. Not only did those businesses fail to capture your attention at that given time, but they lost the opportunity to reconnect with you in the future. No matter which tactics you use for generating commercial real estate leads, make the client, not your business, the focus of that effort and you’ll be sure to see the return on your efforts.