When we launched PropCon there were no guarantees that it would become a successful business. But that all changed when we focused on asking ourselves one very important question:
What problems does our software help estate agents to solve?......otherwise known as "Sell the problem you solve, not the product."
This quote has been on our vision board since the early days to guided the way we grow our business. It has steered our creativity and design ideas so we can keep developing 'out of the box' solutions for pesky problems. So far it has served us well to focus on how our software benefits estate agents, rather than just hammering on about the different features that PropCon offers.
Many people still think that in order to sell, you need to shove your business down your client's throat and hammer them with, "buy from us" style messaging. This is much less effective than people who solve their client's internal problems with their external solutions.
Think about it this way... If you're presenting a property valuation and during your sole mandate pitch, you end up listing a random bunch of marketing features like Professional Photographs, Show Houses, Master Negotiator etc...
...then that doesn't really mean much to your clients... BUT, everything changes when you focus instead on the problems those features will solve:
- Professional photographs helps to capture the attention of buyers looking online.
- Show Houses opens the door for "chance buyers" that just happen to be in the area.
- My negotiation skills helps me to get you the best possible price for your property.
Solve your client's problems...focus on the solution...then keep them happy with your marketing skills and service delivery so they become advocates of your brand on their own.
At PropCon, our solution is simple: We help you to
connect your clients to your
properties. Our software is designed to help you stay focused on important income-bearing activities so that you can convert more leads. How? Through our mobile app you will get daily reminders of follow ups, mandate expirations, deal tracking milestones, birthdays, house anniversaries etc. And this is just the tip of the iceberg!
Before you get sidetracked to research our software, I want to leave you with 5 quick tips to better sell your services:- Stop "overselling" -This approach put the spotlight on YOU instead of your client and solving their problems.
- Be different than everyone else - You need to have a compelling reason why clients should work with you (and we've got you covered with this in PropCon!)
- Listen more, talk less - Identify your client's problems and pain point so that you can focus on specific solutions.
- It's about building relationships - When you connect with your clients and make them feel special and valued, you will have a client for life!
- Educate and ask for nothing in return - Not only will it help market your specific expertise and experience, but you will stay top of mind when they're in need of your services.
With these tips, you should be able to start selling a solution to your clients instead of just a product or service. In no time, you should start
generating more awareness around your business and find yourself
becoming more of an authority figure in your space.
If you have any questions on how to better sell the problem you solve, don't hesitate to create your free trial profile that gives you access to hands-on training videos to help you use the system to it's full potential.
Go ahead, take the plunge and join our community.. What do you have to lose?...