Customer Loyalty = Quality Local Search Results

Customer Loyalty = Quality Local Search Results

The inbound marketing funnel is a great tool that helps us marketers define where each lead is in the decision making process, and treat them accordingly. Are they ready to buy, are they still not sure what you do, or are they total strangers? Most of these stages get a lot of attention with content offers and resources that help them decide what to purchase, and when. You are hoping to acquire new business, after all, so it makes sense to put a lot of emphasis on these pre-purchase stages of the inbound marketing funnel.

One stage of the inbound marketing funnel we’ve noticed is often neglected, though, is the “Promoter” stage.

This is the stage after a lead becomes a client. They’ve purchased your product, they’re satisfied with your service, so now you’re done with them, right?

Wrong.

It’s actually very important to any inbound marketing strategy that you continue to nurture those customers long after you’ve made a sale. Loyal customers are more willing to purchase from you again, they’re 5 times less expensive to keep around, and most important to this particular blog, they can help boost your local search results ranking.

Loyal customers are important to any business because they help boost local search results, and can influence new potential clients to convert.

Before we get into the “how,” let’s refresh on why we care so much about local search:

Why is Local Search Important?

If your business relies, in any way, on customers you meet face-to-face, then local search is important to you. Think about the last time you looked for a donut shop, a mechanic, or anything else you wanted, like, right now.

Did you search, “delicious donuts near me” or “quality mechanic in my area”? Chances are you did. And the shops and garages that Google gave you as top results were probably the first you looked at.

Local search results are important if you’re looking to drive people in your area to your business.

The higher your local search ranking, the more people in your area will be exposed to you. It doesn’t matter what you do — whether you’re a manufacturer, a home developer, or a commercial construction company — if you do projects in specific locations, then local search results are important to your business.

Now, this isn’t the first time we’ve talked about local search results. There are a lot of factors that affect your local search ranking, and we’ve discussed most of them in previous blogs. What we haven’t discussed is how customer loyalty can boost your local search results.

Customer Loyalty = Quality Local Search Results

Loyal customers are the bread and butter of most companies. Even if you’re in an industry like housing development, where people rarely purchase multiple homes, your loyal customers are the ones who can spread the word about what great work you do. There’s a reason HubSpot’s inbound marketing funnel calls them “Promoters.”

Here are just a few ways loyal customers can seriously boost your local search result ranking:

Social Media Boosts

As people expand the way they’re using social media, there are more and more opportunities for local brands to boost local visibility. If you’re on Facebook at all, you’ve probably seen people asking for recommendations for photographers, wedding venues, restaurants, etc. in their area. If you have local customers who were really impressed with the work you did, you might just make it on one of those “recommended for your area” lists.

And can we just say that those recommended lists will seriously boost your visibility?

People are more likely to trust recommendations from people they know — it’s essentially a virtual version of word-of-mouth. Combine that with the fact that most of those recommendations see massive engagement from Facebook’s interconnected network of friends and groups, and your customers who use Facebook can do you a lot of good in the local search result department.

The Google 3-Pack

Recently, Google cut their local search results display down from 7 top results to just 3. While that caused quite the hubbub, the ultimate goal for most companies with a local presence is the same — to make it into the 3-Pack.

Let’s go back to our donuts example. Say you’re looking for donuts in Grand Haven. Type that into the Google search bar, and this is what you get:

local-search-donuts-in-grand-haven

You’ll notice that the top three results have an overwhelming number of reviews. While just 31 for one, there are 245 and 446 for the other two. Considering that donuts aren’t all that hard to find in West Michigan, these companies can certainly attribute their placement in the Google 3-Pack, at least in part, to their loyal customers who’ve taken the time to write a really kind review and post it to Google.

The Moral of the Story?

It’s increasingly more important for companies in every industry to follow the inbound marketing cycle through all the way to the end. While it’s great to put out wonderful content for new visitors to your site, and encourage potential leads to convert, you also need to focus adequate attention on your existing customers, because they are one of your greatest assets, and an integral part of your company’s local search performance.

It’s also good to remember that today’s consumers look beyond just Google for local recommendations. If you have loyal customers you know are impressed with your work, remind them that a little shoutout on social media can go a long way.

Finally, don’t forget about those loyal customers. There’s a reason so many successful companies have a newsletter, offer special discounts, and send out promotions to clients who have been loyal — it’s a great way to show your appreciation, and keep those loyal customers around.

In the end, inbound marketing is all about being helpful to anyone who interacts with your company, and always leaving a good impression. If you’re interested in learning more about inbound marketing, and how it can grow your business in 2019, let’s chat!

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Evenbound Hits Gold!

Evenbound Hits Gold!

Evenbound is excited to announce our promotion from HubSpot Silver Agency Partner to HubSpot Gold Agency Partner. Since 2012, we’ve used the HubSpot platform to reach the amazing clients we continue to partner with today, and we’ve helped those clients learn how to engage with, and utilize the HubSpot platform for their own effective, measurable growth. Our Gold Agency Partner status serves as an acknowledgment of the positive results we’ve delivered to clients using our unique inbound marketing strategy in conjunction with the HubSpot platform.

What Does Hubspot Gold Agency Partner Mean?

To award Gold Status to a partner agency, HubSpot evaluates a number of metrics to see how well the agency is 1) bringing in new clients, 2) providing exceptional service to, and retaining existing clients, 3) empowering clients to use the HubSpot platform and its variety of applications on their own, and 4) delivering inbound marketing success to each client.

To sum it up with a few words from HubSpot, “The HubSpot Partner Tier Program acknowledges those Agency Partners who have not only brought the inbound message to the most clients but also those who executed inbound services to the highest standards.”

Thank You!

We’re grateful to HubSpot for their support and partnership, and we’d also like to thank our incredible clients for their dedication and loyalty to our company. This promotion encourages us to keep pushing the inbound marketing envelope, as we continue to strive for exceptional, measurable growth for our inbound marketing clients.

 

About HubSpot

HubSpot provides inbound marketing and sales software that helps companies attract new visitors, convert warm leads, and close customers.

About Evenbound

We’re a growth agency. That means our business is growing yours. From pulling in qualified leads to training your team how to shorten the sales cycle, we work with you every step of the way to grow your business with the right clients. Evenbound is a 100% in-house team of specialized tacticians delivering the competitive advantage to clients in construction and manufacturing industries.  

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Email Marketing for Real Estate Developers

Email Marketing for Real Estate Developers

An effective email marketing strategy is very important for home developers looking to sell lots and fill developments quickly. Email marketing functions for developers in two ways: 1) you can let consumers know about your development before you even break ground, making the selling process much smoother for you, and 2) it allows you to hold on to consumers who may not have been ready to purchase a home in one development, but who may be perfect buyers for the next.

When done properly, email marketing has wonderful potential to get your company in front of the right consumers, at the right time. It’s a wonderful addition to any inbound or outbound marketing strategy because it speaks directly to your target buyer. Here are a few key things to know about starting an email marketing campaign for your real estate development company:

Know Who Your Ideal Buyer Is

The first and best way to email your subscriber list effectively is to know who they are. It sounds basic, but you’d be surprised at the number of weird spammy emails the average consumer gets in a day. Know a little something about who you plan on sending that newsletter to, and you’ll see better results all around.

  1. Create buyer personas. For most real estate developments, buyer personas are actually pretty easy to pin down. You already know most of the information: the average income of your typical buyer, the average age, marital status, etc. Pool all of that information into two or three buyer personas, and then segment your email lists accordingly. That way you’re always sending out relevant content to the right buyer persona. That will help keep your number of “unsubscribes” low.
  2. Remember that you can’t make everyone happy. When you start sending newsletters out to a list of email addresses, you’re bound to get a few “unsubscribes”, and that’s okay. Not everyone is a perfect fit for your real estate development, and your goal should be to keep the ones who are a perfect fit on your email list. If you’re selling a real estate development for empty nesters, you shouldn’t be upset about a 20-30 year old unsubscribing. They weren’t a good fit anyway. Instead, focus on creating emails that speak directly to those empty nesters your community is built for.

Speak Solutions, Not Services

Email marketing campaigns that get ignored often have almost nothing to do with the buyer. If you’re just talking about how wonderful your development is, most consumers are going to hit the delete button before they even make it through the headline.

Successful email marketing campaigns are ones that consumers actually want to read, and choose to stay subscribed to.

Yes, you build wonderful homes, and your developments are gorgeous and highly exclusive, but think of that from your buyer’s perspective. Why would they want to move into your development? What problems do they have that your developments solve? Do you offer maintenance-free living? A community center? Close proximity to a golf course, lake, etc?

Instead of talking about your development directly, think about the problems your development solves for the people who live in it. Put those solutions in your email campaigns, and you’ll start to see better subscription and bounce rates.

Though your email marketing campaigns are meant to convert people to make a purchase, you have to talk about something more than the homes you have for sale if you want to convince people. Your homes might be beautiful, but so are a lot of others — what makes your development or community stand out for the residents? How do your homes improve their quality of life?

Keep it Low-Key

Don’t email too much, and don’t email too often. Keep emails short, sweet, and helpful. Play your email campaign casual. It’s no surprise that the decision time for purchasing a new home is long, and for most consumers, no manner of persuasion will get them to buy a new house before they actually have the money to do it. Instead, keep yourself on their radar by continuously providing helpful content that they actually care about, in a way that’s not pushy.

Definitely keep your CTA at the end of every email and newsletter you send out, but try not to send out more than one email a week to regular subscribers. If you’re following up on a lead, that might warrant a few extra emails a week, but if they decide they’re not ready to buy, don’t continue to harass them.

Instead, add them to your regular newsletter, where they will occasionally receive delightful content about choosing the right home, decorating a new home, or knowing when it’s time to purchase a new home. When they do decide to buy a home, you’ll be the first person they call, because your name will be fresh in their minds from your consistent, but casual, emails — emails they genuinely liked!

In the end, an effective email campaign is all about being pleasantly persistent, but not pushy. Keep offering up content that your buyers genuinely want to hear, and they’ll know that you’re truly there to help them — rather than just sell them something.

If you like the idea of email marketing for your development or development company, let’s talk! We’re experienced real estate marketers who understand how marketing a development is different from marketing a home building company. Check out the case study below to see how we generated $9.5M in sales revenue for one developer in just 24 months.

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6 Key Qualities To Look for In the Perfect CRM

6 Key Qualities To Look for In the Perfect CRM

Whether you’re unhappy with your current CRM, or you’re looking to align your sales and marketing teams with a new one, a quality CRM can be hard to find. We’re here to help.

Traditionally, a CRM, or customer relationship management software has been used to help sales teams track and manage leads through the buyers funnel. Any good CRM that you choose today will do that, along with a whole host of additional services. It’s those extra services that make the difference here. CRMs have been around for so long that tracking, for the most part, is the least of your worries. A new, quality CRM will streamline your sales and marketing handoff, shorten the closing process, and ultimately boost your ROI. If that’s the success you want, here are 6 key qualities to  look for when you’re CRM shopping, to ensure you choose an option that’s perfect for you:

Here are 6 key qualities to look for while you’re CRM shopping, to ensure you choose an option that’s perfect for you:

#1 Easy to Use, Easy to Access

Above all else, a quality CRM should be user-friendly, and accessible from just about anywhere. Today’s sales and marketing teams are on the move — many of them are remote and those that do have an office often work from home or out on the road. They still need to know where their leads are at in the buyers cycle, even when they’re not in the office. A quality CRM will give them that access wherever they log in. Many of today’s top CRMs are cloud-based, and that’s a quality option you simply can’t pass up.

Beyond accessibility, any CRM that’s worth purchasing should be easy to use. If your sales team finds it a hassle to log a lead, they’re less likely to enter them in, which means a greater chance that they’ll forget about them. Choose a CRM that’s interface makes sense and is simple. It might sound ancillary, but even little things like drag and drop features and push notifications can make a big difference to the efficiency of your employees’ use of your CRM. The easier it is, the more likely they are to use it, and the more they use the platform, the easier it is to track your results for effective sales.

#2 Integrates Sales and Marketing

We don’t want to hate on any particular CRM, but Salesforce is a platform of the past. Your sales team simply cannot exist in a bubble if you want to boost ROI and turn a real profit. You need a CRM that works across departments, easily transferring marketing leads over to your sales team, and kicking leads who aren’t quite ready to purchase back to the marketing team. A quality CRM will also help keep both teams informed, ensuring you have that closed-loop reporting that will guarantee a successful collaboration between both teams.

There are CRMs that offer sales features, and easily partner or link up to marketing CRMs, but if you’re just starting out, you’ll want to get a CRM that offers both simultaneously. With features for both teams already implemented in the software, you can easily get your sales & marketing teams up and running, reporting their potential leads and transferring them to the appropriate contacts at the right time, without getting lost in translation.

#3 Real-Time, Big Picture Reporting

The best CRM will let you know how your team is doing with accurate, global reporting. After all, you can’t improve if you don’t know what you’re doing wrong. Choose a CRM that gives you an in-depth look at the results of your sales and marketing team’s efforts. For example, if your marketing team puts out a landing page for your website, your CRM should be able to tell you exactly how that page is performing, but it should also show you how it’s performing in the big picture. Is it up or down compared to other landing pages, and how is it converting? Big picture reporting ensures you know the answers to all of these questions, so you can improve in real-time.

#4 Automation

Your team’s time is money. They’re busy reaching out to new leads and closing deals, and they don’t have time to do all of the little things that can make a big impact. For those little things, like follow-up emails and sending out new, relevant content offers, you want a CRM with automation capabilities. Automated workflows help your sales team qualify more leads in less time, and they help you serve potential clients the content they want, without taking extra time out of your team’s day. Choose a CRM with automation, so your team can work smarter, not harder.

#5 Lead Filtering Options

When you’re utilizing a full suite of inbound marketing tools, your team won’t have time to mess around with unqualified leads. Many quality CRMs offer filtering options so you don’t even see the visitors to your site who won’t ever purchase what you’re selling. From competitors checking out your site to bots to free email accounts, there will be plenty of people browsing your site with no intention to buy. Have your CRM weed them out for you. There are CRM options out there that will immediately disqualify those site visitors for you, so your sales and marketing teams don’t have to give them another thought.

Beyond eliminating unqualified leads, a smart, effective CRM can help you select the best-qualified leads, and ensure they move swiftly through the buyer’s funnel by alerting your sales team of their potential. You can select the options that make a quality lead a quality lead, and your CRM can take it from there.

#6 Notifications

If you’re investing in a CRM, you should be working hard to align your sales and marketing teams for the best possible lead conversion rate. When your marketing team hands off a lead to the sales team, you want the appropriate people to know. It may sound small, but notifications ensure your sales team doesn’t miss out on those hot leads who the marketing team has already nurtured through the majority of the buyers funnel.

When it comes to choosing the perfect CRM, it never hurts to be thorough. While those 6 qualities we pointed out are a great place to start, you’ll probably have more questions and concerns specific to your company. If you’re just not sure what to look for, let’s talk. As a Hubspot Certified Partner, we know what a good CRM looks like, and we can help you work to align your sales and marketing teams with the best on the market.

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