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How Direct Marketing Can Still Impact Your Real Estate Business

September 02 2021

delta directing marketing can still impactWith so many digital marketing tactics available today, it can be easy to forget about more traditional tools for reaching your clients and potential leads. But when used correctly, tools like direct marketing can still hold significant value to your real estate business!

Direct marketing is a great way to re-engage older leads, keep in touch with existing clients, and reach people who might spend less time online, all while also diversifying your marketing plans. As always, any marketing success depends on understanding who you're trying to reach and offering real value to clients and consumers. So, it's crucial that you know exactly what to do – and, more importantly, in some cases, what not to do – when it comes to direct marketing campaigns. Let's take a closer look at the most common do's and don'ts of direct marketing, with tips that can help you maximize your return on investment.

The Do's of Modern Direct Marketing

Know Your Audience and Have a Plan for Reaching Them

Direct marketing works best when you have a plan for who you want to reach and know how you can capture their attention. A postcard or flyer that's too general is unlikely to make an impact. If you're trying to reach buyers, it's important to include information that appeals specifically to their needs. The same goes for sellers. It's better to create a variety of direct marketing materials than to take a one-size-fits-all approach.

Make Sure That Your Direct Marketing Always Offers Value

While there are many elements to consider in order to maximize the appeal of your direct marketing, offering value matters most when it comes to a return on your investment. So, how do you provide value? Provide informative content that shows your audience what they can expect when choosing your real estate business. Help them understand their local real estate market, how their home fits within that market if they're planning to sell, or the types of homes that are available if they plan to buy. In addition to capturing the attention of your audience, offering value also helps demonstrate the expertise of you and your agents.

Avoid Clutter to Make Your Direct Marketing Content Easy to Consume and Absorb

The right mix of text, images, logos, and colors makes a big difference in how easy your direct marketing content is to consume. And when you make your content easier to consume, your audience is more likely to follow through by reading it all. There are plenty of ways to approach the layout of your direct marketing, so the real key is making sure that the page isn't too cluttered with information and images.

Use Localized Information That Focuses on Specific Markets

If your direct marketing relies upon general, statewide real estate data, it's likely to end up in the junk pile before it even gets a cursory glance from your audience. That means it's critical to focus on specific markets with localized information that's relevant to the recipient. You can showcase a list of homes that an agent has sold, comparing the sale price and initial price. Or you can feature homes sold in a specific neighborhood, with accompanying photos and location information. For buyers, a list of historic home prices in a particular neighborhood that highlights recent trends in value can be a great way to add appeal. There are a ton of different ways to provide valuable information, as long as you remember to keep it as local as possible.

Use Calls to Action to Encourage Your Audience to Take the Next Step

Providing contact information so your audience can connect with your business is essential, but it will take more than just basic info to achieve your direct marketing goals. That's why it's so important to include a specific, targeted call to action that actively encourages your audience to take the next step. The call to action should clarify what those next steps are and should be tailored to build upon the valuable information you include with your direct marketing.

What Not to Do with Direct Marketing Campaigns

Don't Use Low-Quality Images

As with most types of marketing, capturing attention is crucial to success when you're sending postcards, flyers, or other direct marketing materials. You wouldn't use fuzzy, low-quality images to promote a listing, and you shouldn't do it with direct marketing, either. High-quality photos will make your direct marketing look more professional, appealing, and intriguing, so it's worth the investment to use professional-quality images for your campaigns.

Avoid Getting Too Fancy With Fonts

While it can be tempting to use a variety of different fonts to highlight different parts of the text on your direct marketing, it's better to resist the temptation. Too many different fonts can make the text difficult to read and make it harder to focus on what you're trying to convey with your marketing. For a better chance of success, pick one or two fonts to use for each piece of direct marketing, then customize those fonts with bold, underlined, or italic text when you need to make something pop out from the page.

Don't Overwhelm With Too Much Text

It's important to include valuable information with your direct marketing, but too much information can be overwhelming and leave your marketing sitting at the top of the trash can. When the recipient of your direct marketing sees a wall of unbroken text packed into a postcard, they'll be less likely to read it. Instead, use shorter copy in larger type, and break it up into easy to consume segments with clear headlines that help guide the reader. The easier you make it to read your content, the more likely you are to generate results.

Don't Forget to Integrate Your Direct Marketing with Your Real Estate CRM

Direct marketing may be an old-school tool, but that doesn't mean that you can't use new-school tech to get it done. Your real estate CRM can help you choose who to reach through direct marketing and keep track of your results. It can also help you automate your marketing plans, meaning that's one less thing you'll have to worry about during your already jam-packed days.

How the Right Marketing Mix Can Help Grow Your Real Estate Business

Direct marketing can become a valuable part of your overall marketing strategy, so long as you have the right plan in place. It's essential to have a variety of ways to reach clients and cultivate leads because every person you're trying to reach has their own unique preferences. Even for people who do most of their research online, sending something via direct mail can help your business stand out from the competition and remain at the front of would-be clients' minds when they start their next real estate search. The trick is finding the right mix of marketing tactics for your business in order to maximize both your audience and your potential for converting leads.

To view the original article, visit the Delta Media Group blog.