Increased sales of real estate agencies
Any director of real estate agency decides to constantly challenge before it - how to manage quality real estate agency, and how to increase sales?This is understandable, because in the cities only registered agents can count three hundred, not to mention the single realtors, so that "cares" for his business manager wants to bring his company to the next level and win more market share.And if there are existing methods, tools or technology to managers of real estate agencies to receive an increase in sales display their company to a higher level, and to break away from their competitors in order?Yes, such tools exist.
What tools will increase your sales?
tool first - STATISTICS OF YOUR BUSINESS
starting to increase sales, the first thing to do is to get detailed information and statistics to a competent business planning.
For example, how many clients access your site, what percentage of these clients leave an application for the selection of apartments or makes a call, how many customers actually comes to the office and as a result become clients who have signed a contract and paid your money in the end.
other clients who, for whatever reason they came to the site and why not become a customer of real estate agency - a task that will need to be addressed.
Knowing all these statistics to obtain timely and reliable data, competent leader can already see where the growth areas, due to which the company makes a profit, and may increase it.
How to increase sales by knowing the number of customers and transactions?
If customers come a little, but, nevertheless, they are sufficient for the company to exist, then, in that case, you can simply work with a single indicator, increase the inflow of customers, and then at the same conversion profit increasedrepeatedly.
If the number of clients is large, but there is no result, if the output low sales, low end customers, the need to improve the quality of work with clients to understand what they lack.In this case, you can embed certain scripts to train employees who work with the incoming flow of customers - office managers, secretaries, - ensure that they work properly with clients, we kept him on a chain led to the completion of the transaction.
It is important to conduct analytics at every stage of the sales, because without intelligence we can not understand what efforts have led to any result.It can give a great advertising, you can teach a manager to work well, you can improve performance, but if we do not know, at the expense of some of these factors are achieved changes polucheniyae efforts on this knowledge may be wasted.At the same time, if we have an analyst, we would know therefore what action will bring us the maximum result.
second tool - MAINTENANCE AND OPERATION customer base
question to you, dear readers: Does your customer base you in electronic form or CRM?Whether you're working on with the customers who have bought from you a favor?According to statistics, 50% of agencies are base, but do not work with it, 25% of the agencies do not lead, 25% of agencies puzzled by this question.Generally, the problem with a limited client base to the fact that it does not lead either to the fact that it does not operate.Every customer who bought a service real estate agency, should be "digitized": we need his surname, first name, cell phone and e-mail.And not just in order that we can see how our customers, and to actively work with them.Once we form the base of our customers, we start with them regularly in contact, at least 24 times a year to congratulate on pleasure trips, birthdays, send useful information about the property and, most importantly, to get from our base of new customers for our company.Send out letters asking them to recommend you, stimulates the activity of the recommendations start word of mouth.
Not surprisingly, as soon as we begin to contact them, they are really starting to buy more.Because we remember them, we know about them and we motivate them further, so they come to us again and spend their money, because according to statistics in Russia every family changes their homes once every seven years.
How regularly to increase its customer base using the internal resources of the company?
important not only to work with the customer base, but also to expand it in all possible ways, for example by means of recommendations .If we ask our customers give us someone else, the more likely they will fulfill our request, but if we offer them some sort of bonus that they will moitivrovat to perform an action, the effectiveness of such a proposal will increase many times.
third tool - SERVICE
As one of the gurus in sales, it is necessary to exceed customer expectations.It is not enough simply to provide the service that customers will like, it is necessary to provide the service, the quality of which the customer does not even know.
Why //www.amazon.com/ one of the leaders?
example, Amazon - one of the leading sites in the online sales, when we leave them a request to make a return call, we called back in less than one second.Such rapid response man does not expect, and what problems are solved as a result of this?
1. We do not lose the customer, as soon as he had the need to immediately reverse its call to satisfy.Seller finds out what the client needs and leads to closing of the transaction, the customer is "tepid";
2. The client remains a good impression about the service and the fact that the care of solving his problem (in fact, we solve their problem by increasing the conversion of our sales from a potential client into a real transform);
3. When a customer has a query or a problem, then the speed is what counts.
you ready to be faster?
Ask yourself the question, in your business through a number of minutes called back a potential client?If more than 30 minutes, a strong likelihood that the client has already contacted your competitors.In every business enough companies operating in your segment, and as a rule, a potential customer goes to 3-5 companies to solve their problems and, as soon as you wait, you have one less customer.
What usually happens in our Russian companies?Leaving an application, making the call with a request to call back, we will, at best, by a competent manager can get that he will listen to us and say that in the near future will call back.In the worst case - so we can wait a day or two, if our problem still remember and give us feedback at this time we are able to make a couple of calls to competitors and to go where we served more efficiently.
to put into practice these simple tips, you will soon get a positive return on their application.There is another way to increase sales of real estate agency - is an individual work with a business consultant in the real estate market.Which method you use, you can choose.Road by walking!
