Increasing revenue without increasing overheads or reducing profits is a challenge many business owners face when growing their businesses, more so in the real estate industry.

A study found that almost two-thirds of B2B organizations have a serious problem with sales productivity.

The good news is that you can increase your sales productivity by taking a few steps.

Sales automation is one way to accomplish this.

So, how can sales automation enhance productivity and maximize revenue and profit?

Why Sales Automation Is Beneficial

How does sales automation work? Automating your sales process eliminates the need to do manual, time-consuming tasks that are necessary to run your business.

As a result, your business is not only more efficient but also more accurate and faster.

Automated sales allows you to provide a more personal “human” approach to sales that will make you stand out from your competitors.

The same is true in business.

First, identify your business’s points of friction and improve them so you can grow it.

The timing and type of content you send to a lead can cause friction.

As part of a drip marketing campaign, for instance, sending the same emails to all leads can be annoying and impact your close rate.

In contrast, force keeps the wheel turning.

Automated steps such as sending a blog article or case study based on a lead’s activity can boost your close rate if you identify a specific blog article or case study that leads find helpful and which boosts your close rates.

Using sales automation to improve your real estate business 

1. Ensure you have quality leads in your pipeline

Lead quality matters (not all leads are created equal) if you want to keep your pipeline flowing.

When you are not sure which leads are the most qualified, manual prospecting can quickly consume your time and energy.

As a first step, you must determine what a qualified lead is to you.

In sales automation, you can add a lead to your pipeline when they match a description of a qualified lead, such as a company with five salespeople in a real estate agency generating $5 million per year.

You can be sure you don’t overlook qualified leads by automating sales and using a CRM.

2. Keep in touch with leads when the time is right

The results of missed follow-up opportunities may be costing you sales if you manage contacts and lead data manually.

The average sale requires five or more follow-ups to close, according to 80 percent of salespeople.

Studies show that you have just five minutes to follow up with a new lead before they lose interest.

Using sales automation, you can be sure your leads are being followed up at the right time. Ideally, it should be a touch point appropriate to their level of interest.

3. Take advantage of chatbots

Human interaction accounts for 80 percent of all business interactions and handoffs today.

Automating some of these manual touch points is key to building a scalable business without compromising the human element.

To provide prospects and clients with the information they need faster, automation bots, such as chat bots, can help.

Customer service chat bots are becoming increasingly popular. Nowadays, most people don’t have the patience or time to wait for an answer, or they don’t have the time to do so.

Information should be available to them 365 days a year, 24 hours a day.

The power of chatbots is one of the simplest yet most effective ways to automate sales, and keep your flywheel spinning at all times.

4. Find out where your processes are experiencing bottlenecks and friction

If you experience friction and bottlenecks during the sales process, you will slow down the growth of your business.

Customer journeys can be fraught with friction at any point.

Leads that are not moving through the pipeline should be identified and fixed as soon as possible if they are not moving.

When you have a CRM that has pipelines and dashboards, you can identify where friction and bottlenecks are in your sales process.

If the issues in your sales process are resolved, you can test different tactics.

5. Ensure and maintain high levels of customer satisfaction

Modern consumers have changed, and their expectations have changed as well.

Keeping up with changing consumer expectations is a common challenge for many businesses.

Providing a frictionless and consistent customer experience across the entire customer journey is essential as consumer expectations rise.

By using sales automation tools, you can facilitate smooth customer service handoffs.

Your clients will be delighted and will return again and again to your business, while also singing your praises to their friends about how great you are.

It is expected that you know your clients. In order to serve them effectively, they expect you to have the right data and know what they will do before they do.

Through tailored and personal sales experiences, sales automation can meet customer expectations without causing friction.