Going Viral: How to Sell Prospects on the Power of Social Media to Increase Your Revenue by Thousands
Everyone has seen the power of social media. Influencers and business owners are blowing up and making millions — just by creating content.
And now, the real estate industry is taking notice. More and more real estate agents are investing in video content to better build a brand and sell their listings. For real estate marketing agency owners like yourself, that means opportunity.
If you want a guaranteed business multiplier, you need to be selling social media content creation to your clients.
Here’s the breakdown:
Selling Social Media Content Creation Packages: Where to Start
I have helped dozens of agency owners develop social media packages to sell to their clients.
Your largest, immediate opportunity is with your existing top agents. With them, you’ve already done the hard work and gained their trust. Set up a discovery call and ask them if they’re interested in social media content creation and push packages and retainers based on their needs.
With the padding of a few top clients buying in, you now have time to set up lead generation channels to keep opportunities flowing.
Creating Lead Generation Channels: Watch the Clients Roll In
The two channels that have worked best for me to generate leads are: (1) Informative workshops, and (2) Social media.
Set up brokerage meetings around adding value by providing a free workshop on a hot topic like "How to Get More Clients on Social Media." With this, you are not only educating real estate agents on the value of investing in social media content, but also generating qualified leads.
With social media, set up a robust profile. You want any prospect you’re DMing to immediately understand your business and the value you can bring with just once glance at your social media profile.
Once you get some warm conversations, identify what stage you're at with every interaction. Your goal should always be to aim to move all warm leads towards the close.
But how do you do this?
The Art of Closing a Lead: 5 Simple Steps
Here are five steps on how to take a lead from interested to closed in the context of realtor social media content creation and management.
Understand the client's needs: Start by asking the client what they’re looking for in terms of social media management and content creation. Understand their business goals, target audience, and unique selling proposition. Use this information to create a customized strategy that aligns with their needs. ACRE Partner offers a Consultation Playbook that dives deep into this first step — get in touch if you’d like access.
Develop a content strategy: Based on the client's needs, create a content strategy that includes a mix of engaging and informative posts that showcase the realtor's expertise and personality. Create a content calendar that outlines the types of content to be posted and when they will be posted. Using ChatGPT, you can ask for 5-10 free content ideas to present to them based on a discovery call or questionnaire they fill out. This extra step shows your investment and can accelerate their buy-in.
Use lead magnets to generate leads: Create lead magnets such as free e-books or checklists that provide value to potential clients. Use these lead magnets in your posts and include a call-to-action to download them. Set up a landing page where potential clients can provide their contact information in exchange for the lead magnet. This can be on your social media Link in Bio or at the end of your reels or a brokerage presentation.
Follow up with leads: The money is in the follow-up. Once you have generated leads, follow up with them via email or phone. Provide them with additional value, such as personalized tips on buying or selling a home. Use a customer relationship management (CRM) system to track your interactions with leads and ensure timely follow-ups. We use Hubspot as our CRM, and it works great in conjunction with OpenPhone.
Close the deal: Once you have established a relationship with a lead, make a sales pitch. Showcase the value you can bring to their business by providing high-quality content, managing their social media presence, and generating leads. Be clear about your pricing and the services you will provide. Close the deal by asking for their business and ensuring a smooth onboarding process.
Save Hours by Optimizing Your Lead Generation Systems
Lastly, the largest time saver I’ve found in the sales process is in qualifying your leads.
You don’t want to be wasting your time on agents without a budget looking to shop around for free advice. Instead, you want agentes who are actively looking to invest and spend with you.
To figure out the difference, you need to ask the right questions from the start. Here are three questions that can use to help qualify and disqualify clients:
What is your budget for social media management and content creation services? This question can help you determine if the client has a budget that aligns with your pricing. If they don't have a budget, it's a sign that they may not be serious about investing in your services.
What are your business goals and how can social media help you achieve them? Asking this question can help you understand if the client has a clear idea of what they want to achieve and if they see social media as a tool to help them achieve those goals. If the client is unsure or has unrealistic expectations, it may be a sign that they are not a good fit.
How involved do you want to be in the content creation and social media management process? This question can help you understand how much work the client is willing to put in and how much control they want to have over the process. If they want to be heavily involved or have unrealistic expectations, it may be a sign that they are not a good fit for your services.
Go through these steps and I can almost guarantee you will close thousands of dollars in social media offerings.
If you want a dedicated community of driven agency owners like yourself to learn from, join us at ACRE Partner. Stay tuned to our blog for more expert tips and thoughts on industry innovations like this!