As we have established in the previous post, marketing and selling real estate to foreign buyers are parts of the whole process eventually leading to “closing the deal”, a.k.a. a property sale.
Some authors consider “selling” as part of “marketing”, some say the other way around – “marketing” is part of “selling”, but from my point of view they are the consecutive sets of events: First you do marketing to find many potential buyers and then you work with each particular buyer to sell.
Both sets are equally important: Without finding buyers you have nobody to apply your selling techniques to, and without proper selling techniques there is no sense to look for potential buyers, correct?
Thus, marketing and selling always go hand in hand. As in recent internet times almost all real estate foreign buyers come from the internet, let’s consider both activities in online terms.
Internet MARKETING actually embraces all venues of advertising properties for sale in the foreign language of the country where you want to find prospective buyers (real estate portals of that foreign country, that foreign country realtors’ websites, your own website on that foreign internet, etc.). In other words: Making your properties for sale visible to as many foreign prospects as possible (within your marketing budget, of course).
Now, a prospective foreign buyer has come to your property’s website, or listing, or page, and here the selling process starts immediately: You have to do your best to keep him staying as long as possible without clicking away to some other properties offered by your competitors, and make him contact you as the first step in selling!
Yes, SELLING actually starts on the internet and includes many things: Your property description in the foreign language should be detailed, photos and video (if any) must be of the best quality, all the information pertinent to the foreigners (rules and regulations of your country, for example) should be offered upfront, etc.
The next steps in selling to the foreigners will involve communication with a buyer by email and phone first and later in person, which should be done in a manner convenient to him in terms of the language of his preference. In other words: Convert as many prospects as possible into buyers!
So, first you have to attract many prospects and then work with each one individually to close a sale.
Details of both activities and helpful advice, hints and tips on marketing and selling that lead to success in real estate sales to the foreign buyers you can find in my e-books:
1. Find the foreign prospects:
How to Be the First on Foreign Google (E-Series: How to Beat Your Competition Selling Real Estate to Foreign Buyers, Book 5) http://www.amazon.com/dp/B01H0Q2ZGI
2. Turn the foreign prospects into the actual buyers:
How to Convert Foreign Internet Visitors into Real Estate Buyers (E-Series: How to Beat Your Competition Selling Real Estate to Foreign Buyers, Book 6) http://www.amazon.com/dp/B01H2BA00Y
Happy blog reading,
The Amazon Author
International Marketing Consultant and English-Russian Translator
Copyright © 2017 by Olga Kellen
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