Have you thought about all the stages you have to go with your client to agree to sign the contract exclusively either to accept buy the house or apartment?
As Asesores Inmobiliarios must know all these stages and have a specific strategy for each such that although do not give or sell or signing contract with that customer, there is no doubt that had the best experience with you and you can refer in the future.
"Customer Journey" must be traced largely by your sales strategy and can be as simple as playing World Economy when you get to a spot on the board and receive a prize.
And you follow these 4 simple steps can supplement your sales strategy.
1) Draw the Map
Think of the best trades you've done so far and on a sheet write down all the steps you since you took the customer call or you contact to closing. You must itemize all very well to move to the next stage, even if you invested money in some food or something like that must write it down.
- One tip is to also write what you had to do to get to that client.
2) Eliminate obstacles
Check which of these steps did not take you anywhere and somehow compromised the success of the operation such as a call or email unnecessary or poorly planned appointment. This will help you create a kind of procedure that will completely eliminate the waste of your time.
3) Define priority activities
Once you've reviewed your map, you must define the priority of each of the activities and how or what supplement, this is an example:
- I obtained the data in a personal meeting
- 3 days later I emailed reminding him how we met
- 6 days later I contacted him by phone to get your orders
Probably between step 2 and 3 you can send another email where you obtain more information about customer needs, so in step 3 you know more about it. These are the things you should add to take your customer to where you want to be a contract signing at the end of the operation or even better you refer.
In order to clearly define your steps can ask yourself these questions:
- Who is your customer?
- What are your tastes, preferences, needs?
- What your client wants to get on with your real estate transaction, will buy another home, invest in another sector, etc.?
- What would make your customer happier?
4) What happens next?
Remember a Relationship Advisor he strives to maintain contact with your customers even after the closing of the transaction, so your "Customer Journey" should contain many post-sales activities that will help you maintain a good relationship, for example, an e greeting on their birthday or anniversary, a phone call to find out how comfortable they are in their new home, etc. You need to define what are the best ways to keep in touch without invading your privacy.
5) Make it a habit
Remember that you are investing your time designing a sales strategy and if only you leave the desk or on your computer will not do any good, so it works where these activities are part of your daily routine until you can do automatically, I assure you that you will see reflected in the satisfaction of your customers and your way to meet more and more.
Tell me about how you have defined the Customer Journey of your customers has helped you to boost your sales.
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