This is a repost of a blog that I wrote when I first joined AR last week. I found out that I didn't designate the proper place to publish the article, so I'm giving it another shot!
My first series of blogs will focus on DIFFERENTIATION. The case I'm blogging about today is very, very basic, but it shows how simple things can help differentiate you from your competition.
Southeastern Wisconsin has a very loaded New Home Construction and Real Estate market. Being able to differentiate you and/or your business is imperative. What have you done lately to differentiate yourself from the rest of the pack?
CASE:
In the last 5 1/2 years of shopping New Home Construction competition, situations like this still occur! My wife and I will enter a model home and there's no one in sight. No other prospects, no salesperson- nothing. We mill around the Sales Center for a minute or so, then the salesperson shows up. The salesperson asks us if we came to see the model- we say yes. Said salesperson points to a door and tells us that's the entrance, and if we have any questions, go back down to the office so we can get a brochure.
DISCUSSION:
I admit, this is one of those extreme examples, but think about it. How do you treat people upon entering your Model or Open House? Do they get your FULL attention? You should be successful at greeting EVERY PROSPECT that walks through your door. Not only that, but this will most likely be your ONLY chance at establishing good rapport with your prospects. If you commit to greeting each and every prospect as they walk through your door and then make them feel FULLY welcome and valued, you've already differentiated yourself from most of your competition.
Put the phone down when you see cars pull up to the Model/Open House. If you need to finish up a phone call, do it quickly, but have the person on the other end of the line hold a moment while you, at least, greet the prospects. As soon as the conversation is over, get to your prospects immediately.
You need to be ready for your prospects- they're ready for you! If you're not ready, if you don't establish good rapport immediately, if you don't make your prospects feel welcome and valued- they will find someone else who will.
Obey posted model/open house hours. Prospects that drive out to see you during posted hours will not return if you are closed during them. If you need to leave, be sure you tape a note to the entrance with your cell number and time you will return.
CONCLUSION:
Yes, this is very basic stuff. But what's wrong with getting back to the basics? A simple action like meeting and greeting a prospect properly can establish a rapport and bond that every other Salesperson that they meet afterward will have to top. What a great, simple way to begin differentiating yourself from your competition!
This is original content posted by Paul Ochtrup 2008
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