Capturing The Decision Maker’s Attention By Using Strong Value Propositions (1) Houston Texas Real Estate Tips!

Capturing The Decision Maker's Attention By Using Strong Value Propositions (1) Houston Texas Real Estate Tips

When it comes to capturing a decision maker's attention, here's what you need to think about:

• Strong value propositions pique curiosity and entice. When prospects hear them, they want to learn more.
• Strong value propositions create a stark contrast from the status quo. When prospects hear them, they're willing to consider making a change.

Consider this: If you were on the other end of the phone and a title representative called with this message, what would your impression be?

"Good afternoon Mark, Kevin Heinrich calling from Brand First American Title Company. We offer one-stop shopping for all your escrow, title and property information needs - everything from lead generation to closing. We use state-of-the-art technologies to ensure our process works seamlessly with our varied clients."

Does it entice you? Not one iota. Does it get you to consider switching title companies? Not likely. Does it make you want to put aside long term relationships with your current vendor? Not on your life.

Statements (FEATURES) about your company and what it does are NOT value propositions. Period. They are not value propositions.

If you want to get decision makers "at hello", you need to clearly articulate the results the customers can expect from using your product, service or solution. That's results, spelled R-E-S-U-L-T-S.

As an example here is a value proposition that an REO Asset Manager might find compelling:

As a direct result of switching to First American Title for closing services, our clients experienced an increase of over 5% additional monthly closings of their standing inventory saving their sellers an average of $45,000 per month in property carry costs.

This outcome is extremely interesting to our clients - do you think they would want to hear more?

That's the power of a strong value proposition. Even decision makers who weren't considering a change will think it's worth their time to find out about the sellers offering. Over the next few days I will highlight 3 items to be sure you include in your value proposition

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