Today, a colleague gave me some very good advice. This person is another home inspector, but I think it applies to any marketing or sales effort. The advice was not to try to sell my business or my services. I'm not to impress with qualifications, training, or initials...
His advice was to simply sell solutions. As a home inspector, my target group is realtors. Actually, it's the home buyer or home owner, but to market to them, I have to get through their realtor. His advice was to get the realtor to understand how I am going to help solve their issues.
"I've had this listing for 11 months..." I can do a pre-listing inspection and hopefully, that will add a tool in your toolbox to sell that house.
"My client has put an offer on a fixer-upper..." I'll inspect it and show him what repairs will be needed, and more importantly, what looks good...
"My client is an investor. He doesn't want to waste money on an inspection." I'll so a limited inspection aimed at investors - just the basics and charge you less.
Essentially, if I am creative enough, and committed enough, I can find a solution for their dilemna. As long as it's legal, ethical, and moral, and helps out my target group, I should consider it.
Isn't that what we all do? Offer solutions? Some are better at it. Some, like me, need a little work. When we make the solution happen, and the consumer is successful, that success will rub off.
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