B2B Marketing Case Study: Shakurai AI Real Estate Product 

In the ever-evolving world of real estate, the integration of Artificial Intelligence (AI) is not just a trend, but a revolution. This post introduces a comprehensive case study for a fictitious company, let’s call it Shakurai, specialized in offering AI solutions for Real Estate Developers. The study embodies a forward-thinking marketing strategy for an AI-powered tool designed to transform the landscape of real estate asset management. This study serves as a testament to innovative thinking in the realm of AI and real estate marketing. Through this post, readers will gain insight into a meticulously crafted strategy that combines market research, advanced communication tactics, and personalized marketing approaches to cater to the dynamic needs of the real estate sector.

At its core, the strategy is built upon three pillars: in-depth Market Research and Audience Identification, the strategic selection of Marketing Channels and Communication Tactics, and the focused application of Account-Based Marketing (ABM). This case study not only explores the intricacies of identifying and engaging C-suite executives and VPs in real estate asset management but also sheds light on the utilization of various marketing channels and tactics, including content marketing, social media, and digital advertising. Furthermore, it delves into the realm of ABM, showing how personalized campaigns can significantly impact key accounts. This blog post is a unique opportunity for professionals and enthusiasts in the marketing and real estate sectors to explore a cutting-edge approach that blends AI technology with strategic marketing principles.

The marketing strategy for Shakurai’s new AI-powered real estate tool is anchored on three fundamental pillars, each playing a critical role in ensuring the effectiveness and success of our approach. These pillars are designed to provide a comprehensive framework that addresses every aspect of our marketing endeavors, from understanding our target market to executing targeted campaigns. Here are the key pillars:

1- Market Research and Audience Identification: This involves in-depth research to understand the needs, behaviors, and preferences of our target audience, primarily focusing on C-suite executives and VPs in real estate asset management. This research is crucial for tailoring our messaging and offerings to meet the specific needs of our customers.

2- Marketing Channels and Communication Tactics: This pillar encompasses the selection and utilization of various marketing channels and tactics, including content marketing, social media, SEO, and digital advertising. These channels are carefully chosen to effectively communicate our value proposition to our identified audience.

3- Account-Based Marketing (ABM): ABM represents a focused approach in our marketing strategy, targeting key accounts with personalized campaigns. This involves integrating Voice of the Customer (VoC) insights to deliver customized messaging and solutions that resonate with each account’s unique needs and challenges.

Market Research and Audience Identification

Primary Research: 

Conduct surveys, interviews, and focus groups with professionals in the real estate development sector to identify the key decision makers and craft their personas, their biggest pain points, their objectives, their current challenges, and what they value most. This can be done through interactive (non salesly) webinars, real estate events, social events, fundraisers, etc. 

Secondary Research: 

Analyze industry reports, competitor marketing strategies, and online forums/discussions.

Audience Segmentation: 

Identify key decision-makers, understand their pain points, and their decision-making process. Focus on C-suite executives and VPs as primary targets, but also consider influencers within organizations, like data analysts or project managers.

Messaging and Positioning

Value Proposition: 

The value proposition which will be the north star for all communication should emphasize how the AI tool aids in making smarter, data-driven decisions, thereby reducing risks and increasing profitability.

Unique Selling Proposition (USP): 

The unique proprietary features of this product like predictive analytics, market trend analysis, or integration capabilities with existing systems should be highlighted and be top of mind through all comms. 

Tone and Style: 

Ensure the messaging is professional, informative, and aligns with the sophisticated nature of the target audience.

Marketing Channels and Tactics

Primary and Secondary Objectives

The marketing strategy for our AI-powered real estate tool is designed to meet both primary and secondary objectives to drive business growth and brand equity. Our primary objectives focus on tangible, quantifiable targets:

  • Revenue Increase Month-on-Month (or QoQ): Aim to continuously grow revenue through effective marketing tactics.
  • Sales Qualified Leads (SQLs): Generate a steady stream of leads that are evaluated and deemed ready for the sales team.

Simultaneously, we address our secondary objectives, which are essential for long-term success and brand strength:

  • Branded and Unbranded Traffic Generation: Increase website visits from both branded searches (those aware of our brand) and unbranded searches (those seeking solutions we offer but not yet aware of our brand).
  • Brand Awareness and Thought Leadership: Establish our brand as a leader in the AI real estate space through informative content and strategic marketing.
  • Sign-ups for Webinars, Newsletters, and Whitepapers Downloads: Encourage engagement with our content to nurture leads and establish authority in our field.

Content Marketing

In B2B marketing, content is The King. And it should be the cornerstone of our marketing strategy, playing a pivotal role in establishing thought leadership, enhancing brand positioning, and effectively communicating the value proposition of our AI-powered real estate tool. Content, in its various forms, is not just a means of communication; it’s a powerful tool that educates, informs, and influences our target audience.

Understanding the criticality of content, our strategy prioritizes high-quality, informative, and engaging content across multiple channels. This approach helps in building credibility, demonstrating expertise, and fostering trust with our audience. 

Moreover, content is the main asset that aligns all stakeholders – from product teams and sales to marketing, customers, and strategic partners – ensuring a cohesive and unified message that resonates across all touchpoints.

The focus will be on creating valuable and relevant content for our audience, aligned with their specific stages in the sales funnel – Awareness, Consideration, and Decision. 

1. Blog Posts

  • Topic Selection: Identify trending topics in AI and real estate by leveraging tools like Google Trends, BuzzSumo, and social listening tools. Focus on subjects that are both current and relevant to our target audience.
  • Keyword Research: Use SEO tools like SEMrush, Ahrefs, or Moz coupled with the keyword golden ratio formula (Difficulty / Volume) to find high-traffic, low-competition keywords. Integrate these keywords naturally into blog posts.
  • Sales Funnel Alignment: Develop content that caters to different stages of the sales funnel:
    • Awareness Stage: Educational posts about AI in real estate, industry trends.
    • Consideration Stage: Detailed case studies, comparison guides.
    • Decision Stage: Specific how-to guides, product feature highlights.
  • Micro Conversions: Encourage micro conversions like newsletter sign-ups or webinar registrations. Include clear calls-to-action (CTAs) in each post.
  • User Experience: Ensure the blog is user-friendly, mobile-responsive, and fast-loading to enhance user engagement. Tools like Hotjar, Microsoft Clarity, and Google CWVs APIs can help us easily measure UX). 

2. White Papers and eBooks

  • In-Depth Research: Conduct comprehensive research to provide deep insights into AI applications in real estate asset management.
  • Content Distribution: Offer whitepapers and eBooks in exchange for contact information to build a qualified leads database.
  • Segmentation: Tailor content to target specific segments of your audience, based on their interests and past interactions with your brand.

Tactics for Marketing Channels

1. LinkedIn Ads

  • Targeted Campaigns: Utilize LinkedIn’s targeting capabilities to reach decision-makers and influencers in the real estate and tech sectors.
  • Content Showcase: Use ads to promote webinars, whitepapers, and insightful articles.
  • Conversion Tracking: Implement LinkedIn’s conversion tracking to measure the effectiveness of ads in generating MQLs and content sign-ups.

2. LinkedIn Messaging

  • Automating Personalized Outreach: Employ LinkedIn InMail for direct, personalized outreach to potential leads using automation through tools like copilot ai
  • Content Promotion: Share insights and invitations to webinars or offer whitepapers directly through messaging, encouraging sign-ups.

3. Lead Nurturing Campaigns

  • Email Sequences: Develop email sequences that nurture leads through the funnel, providing relevant content at each stage.
  • Segmentation: Tailor campaigns based on lead behavior and engagement with previous content.

4. Buying Email Lists and Creating Drip Campaigns

  • Targeted Acquisition: Purchase high-quality, targeted email lists relevant to our market.
  • Drip Campaigns: Create engaging drip email campaigns to introduce our brand, showcase our value proposition, and guide recipients towards conversion.

5. Google Ads for Competitor Keywords, Branded Search, and Problem-Related Keywords

  • Competitor Targeting: Bid on competitor brand keywords to capture their audience looking for similar solutions.
  • Branded Campaigns: Optimize ads for branded searches to capture high-intent traffic.
  • Problem-Solving Focus: Use keywords related to common problems in real estate asset management that our AI tool solves.

6. Google Ads for Retargeting

  • Re-Engagement: Implement retargeting campaigns to re-engage visitors who have previously interacted with our website but have not converted.
  • Tailored Messaging: Customize retargeting ads based on the pages they visited or actions they took on our site or through engagements with certain assets (webinars, whitepapers, etc.).

7. Google Ads Lookalike Audience Lists

  • Audience Expansion: Use Google Ads to create lookalike audiences similar to our existing customers or high-intent visitors using lead scoring data. 
  • Broadening Reach: Target these audiences to expand our reach to potential customers who are likely to be interested in our offering but are not yet aware of us.

Implementing VoC in ABM Framework

Enhanced Account Segmentation

  • VoC Data Utilization: Use customer feedback to segment accounts more accurately. Identify key accounts that will most benefit from the new AI tool, based on their feedback, needs, and behavior.
  • Targeting Specific Needs: Tailor our approach to address specific challenges or goals highlighted by customers in these segments.

Personalized Content and Messaging

  • Customized Communication: Develop content and messaging that speaks directly to the concerns and interests of each key account, as revealed by VoC data.
  • Relevant Material: Create materials like case studies or whitepapers that address the specific use cases and success stories relevant to these accounts.

Informed Decision Making

  • Prioritizing Accounts: Use insights from VoC to determine which accounts to focus on and what aspects of our product to highlight.
  • Resource Allocation: Allocate our marketing resources more effectively by understanding which channels and messages resonate most with our target accounts.

Building Stronger Relationships

  • Addressing Pain Points: Show that we understand and can solve the unique challenges of each account, strengthening our relationships and trust with them.
  • Continuous Engagement: Keep the conversation going with regular updates and check-ins informed by ongoing VoC data.

Applying the Best Practices for VoC in ABM

Implement lead scoring

  • Utilize lead scoring technologies and systems 

Diverse Data Collection

  • Collect both quantitative and qualitative data through surveys, interviews, and social media listening.
  • Ensure a mix of feedback sources for a comprehensive view of customer sentiments.

Regular Analysis and Action

  • Analyze VoC data periodically to identify trends and actionable insights.
  • Implement changes in your ABM strategy based on this analysis and measure the impact.

Automation and Integration

  • Use CRM and ABM tools that can integrate and automate the use of VoC data in real-time, allowing for agile adjustments in your marketing strategy.

Continuous Monitoring and Evolution

  • Recognize that VoC and ABM are ongoing processes. Regularly update your strategies to reflect the evolving needs and preferences of your customers.

Tracking and Experimentation

  • A/B Testing
    • Content Variations: Test different headlines, CTAs, and content formats to see what resonates best with the audience.
    • Landing Pages: Experiment with different landing page designs and messaging for downloading whitepapers and eBooks.
  • Analytics and Tracking
    • Google Analytics: To track website traffic, user behavior, and conversions from blog posts and downloads.
    • Conversion Tracking: Set up conversion goals for newsletter sign-ups, eBook downloads, and webinar registrations.
    • Customer Journey Analysis: Analyze how different content pieces influence customer movement through the sales funnel.

User Experience and Customer Feedback

  • Feedback Loops: Regularly collect feedback through surveys or comment sections on blog posts.
  • UX/UI Optimization: Continuously improve the website and content layout based on user feedback and website analytics.
  • Engagement Metrics: Monitor engagement metrics like time on page, bounce rate, and social shares to gauge content effectiveness.

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