Month: April 2019

Sales Styles & Techniques

No two sales people are the same. So whether you a salesperson or managing sales people the following blog will help you determine what style of sales person you are or what types of sales people you have. By knowing what style you or your team undertake it will put you in good stead for further growth or understand how to grow your team and what types on sales people you want to recruit.

Once you know what style comes naturally to you be sure to delve deeper to understand the techniques and continue to grow and evolve to master your skills.

There is no best sales style. Your personality, background, the clients needs and your products should help you determine how you should approach a client in any given situation.

1. Solution Selling

Solution selling is used when a client has a clear need or problem and you have the product to solve this. By asking right questions to fully understand what the customer is after and wants and challenging them to tell you what would resolve this. You can then match the products for the clients needs. In this case the client will know what they are after and will go away pleased if you can deliver on what he or she wants. Don’t forget to ask more open questions to find the root cause there maybe other products and potential up sells you can offer by asking the right questions and helping solve the future needs of the client also.

 

2.  Buddy Approach

The buddy approach technique is normally used by sales people that are naturally friendly and warm. People buy people and most importantly people do business with people they like. Connecting with people on an emotional level whilst showing interest can be very effective. Make sure you’re genuine and not ‘faking it’ as people can sense this straight away! These sales people will make their client their friend. They may set the meeting in a bar over a drink rather than over a coffee in the office. They will often start by finding a common interest and talk about that topic and share experiences before opening the client up to talk about how their products can help meet and exceed their needs. Make sure you don’t fall into the trap where you just a friendly conversation remember why the meeting was set up in the first place and ensure you ask the right open questions to fully understand what the client is after

 

3. Expert Style

The expert style is when you know your products and industry inside out. You are seen in the industry as the go-to expert in your area. Many of your clients will come to you because of you and the company’s reputation. Now you have the reputation many clients won’t question your judgement and will want to find out how to proceed and move forward together rather than objecting to and questioning your proposal . Some clients won’t be swayed by emotional selling. If you are more logical rather than warm and friendly this approach could work for you. Constantly keeping up to date with the latest trends and market updates to build your credibility in your area and people will come to you for expert advice. 

 

4. Consultative Selling

Consultative selling is more of a technical sales technique. It’s a mix of the buddy, expert and solution selling styles. You angle yourself as more of a consultant and adviser than a typical sales person who just wants to sell something or anything. You build trust with your personality, you build credibility with your expert knowledge and experience in the area then through asking some great open questions you analyse what the client needs and summarise by matching the solution as well as up-selling and offering others to satisfy all their needs and requirements. If you have asked the right questions and opened up the client to speak freely with you, you will see some great results. 

 

5.  Customer Personalities

Ever heard the saying ‘you have to be a chameleon to do well in sales’ well this is what they are referring to. Customer personality selling is where you change your style depending on the type of client you are selling to. After the first few moments of engaging with the customer you figure out what type of client you are selling to. Through your experience you will put them into different stereotypes and types of customer.  Once you have processed this in your brain you automatically adjust your style to match and suit them. This can come very naturally for some people. For a friendly client who is indecisive you may need more of a softer approach to first build trust whilst with a more to the point client you’ll want to build credibility by being more direct and efficient with your knowledge sharing and solution matching.

These are the standard basic selling styles. You may be a hybrid of a few but take your time to work out which one comes to more naturally. Remember not to force it as this can come across rather pushy or even desperate in front of the customer. Try out different styles as depending on your personality one may give you better results than you originally thought. Once you have your preferred styles continue to develop and refine your skills. The most successful people in sales constantly work on their styles in order to improve and be the best they can be. Remember the majority of people in sales want to make as much commission as possible. By perfecting your style and techniques you can climb up the sales rankings rather fast.

 

The 6 Step Sales Process

In this blog I will walk you through the 6 steps of a sales process, what it is and why it is so important to follow not only for increasing revenue, saving time, accuracy in forecasting but also to ensure you have a long successful career in sales.

What is a Sales Process?

A sales process is a set of steps that all sales people should follow. It’s the customers journey; from the early stages of making the customer realise they have a need for your product to the close of the sale and asking for referrals.

Each step is equally vital to ensure you maximise your closing rate and continue to build and nurture your sales pipeline.

Step 1 – Lead Generation

This is also known as prospecting. This is where you research potential clients who fit your target market. Take a look at your previous and existing clients. What do they have in common? Who are the people most likely to benefit from your product? Build your list and take your time thinking of the best ways and channels you can use to contact them. After all you don’t want to waste your time pitching to clients who don’t need your product. The more quality research you can do at this time the better.

Tip: For manual B2B I like to use LinkedIn. In fact the majority of my closed deals have come from this platform. You know who the decision maker is and also have some or all of their contact details. You can understand the client a little better professionally by looking at previous history and what they post and like.

If you’re not a fan of this step or feel your time can be better spent elsewhere using companies like us can take away this boring and time consuming step. Qube Media can help you generate quality leads for you real estate agency.

Book a Free Strategy Call now to find out how!

 

Step 2 – First Contact

This is where you make contact with the potential client. Remember you need to be memorable, to the point and energised. Like an elevator pitch you have a small amount of time to make an impression on the potential client to give you their attention and time.

Tip: I like to use AIDA which was embedded in me early in my banking career days.

A – Attention – Introduce yourself, who you are and where you are calling from. Make sure you have the persons attention. Ensure they have time to talk and are not distracted.

I – Interest – Get their interest! Tell them the reason why you are contacting them and how you can help them.

D – Desire –  Keep building desire! Don’t go into too much detail selling your products as you really want to book an appointment or be able to swiftly move on to the next step without wasting anyone’s time or sounding like a pushy sales person. Ask them their concerns and the reply explaining how your product can benefit them. Use examples of similar clients who you have helped and what impact that had on them.

A- Action. This is where you book a follow up call/appointment or move on to the next step of the sales process.

 

3.  Qualifying

Now you have built interest and desire with the customer. This is the part where you make sure they are the right fit and can afford your product. Ask plenty of open questions such as budget, where do they see themselves in the 2-5 years time, what are they looking for and what have they thought about. Don’t forget to find out who they are, what they like and find out any common interests you may have. Building rapport is crucial in every step. You want the client to trust you and know you are the expert in that area. Once you have a strong rapport the client is less likely to go to a competitor. Always summarise with the customer to ensure you fully understand what they are saying, meaning and feeling. It also helps the customer to realise what they want and that you’re the person to help them find it.

Tip: Write up a check list document so you know you are asking the right questions every time. This will help with consistency and ensure you don’t miss anything crucial out. The more quality information both soft and hard facts you get from them the first time round will help you get the right product for that customer in the most time efficient manner.

 

4. Present Solutions

Here is where you show the customer why all the time and questions you asked them in the previous step was beneficial to both you and them. Show them that you understood them and are matching their needs with your solutions. Don’t present too many solutions but nail down to most important ones. Remember less is more you don’t want to give them so many options that it makes it harder for them to make a decision.

Tip: Use their words – ‘I recommend property A because you said …….. this property does that and ………’ Add a couple more benefits but personalise it them so you are now showing value for money within their budget. The more benefits for the customer the more likely they are to buy from you.

 

5. Handle Objections

As long as you have successfully completed the previous steps, these will be more like confirming questions and buying signs. The customer sometimes needs reminding and justifying what they need and want. They will also want to double even triple check why your product meets and exceeds their needs.

Tip: Answer these questions professionally and to the point. Show them you understood what they are after and remind them how this product will better their lives.

 

6. Close the Deal

Once you have handled all the previous steps effectively the close should come naturally. Remember not to over sell. Don’t give the the client any excuses to rethink their decision nor question your judgement. Once you hear ‘ok, let’s do it,  i’ll take it’ or something similar stop selling and start processing the paperwork.

Tip: Remember to follow up on any commitments you made during the sales process. Once paperwork is complete and payment has been made. Ask for a review and if they have any friends or contacts who they think would benefit from talking to you also.

 

So there you have it the sales process broken down into 6 simple steps. Follow this and you will be sure to improve your conversion rates as well as building a quality sales pipeline. If you’re struggling for quality leads or this step of the process takes too long or you can’t seem to get a consistent flow. Or you just want to spend more time closing clients as that’s your favourite part and where you make the most money then call Qube Media today to see whether your postcode is still available.

 

I hope you enjoyed reading this as much as I did writing and sharing this with you!

Please feel free to share and like.

Until next time.

 

6 Quick Marketing Tips For Your Real Estate Agency in 2019

In the fast moving world we are living in, marketing your real estate agency and properties can be time consuming and challenging. From email campaigns, blogs, social media campaigns, pricing, branding and strategy can be very demanding whilst touring clients, closing deals and focusing on business growth.

Do you want your Real Estate Agency to stand out and get the attention it deserves? I’ve put together 6 quick tips that will set you agency up for good stead in 2019.

1. Marketing Platforms.

Focus on the most powerful ones. There is a plethora of organic and paid online channels that you can use to promote your real estate agency. Using all the platforms can be time consuming especially when trying to put out great content on each. It is far better to focus on the most powerful ones and do it well rather than do all of them and do it average.

Experiment with different platforms and campaigns then analyse to determine the most successful and focus on this. Now you know what works you can be more consistent in learning how to constantly improve on this.

For example if you’re looking to collaborate with other agents or lawyers (b2b) then you could mainly use Linkedin as this platform is perfect for company updates, publishing articles and networking with peers. Remember networking is like making friends. Use the approach of making friends and building your network rather than the hard sell and pitching to every new contact.

For finding new potential buyers Facebook and Instagram prove to be the best. Join and make use of the groups and certain hashtags. Don’t forget to provide value and not just bombard people with your listings. You need to stand out from your competitors.

 

2. Email Marketing

This is a great way to build new relationships and stay in touch with existing clients. Email marketing is more popular than you think. 83% of people prefer to receive emails about updates and promotions from a trusted brand than any other platform.

Before your audience turn into clients you must build a relationship with them. What makes you different to the real estate agency down the road? Think of running a marketing campaign for this. This could be paid ads, website popups, a free giveway/prize draw and contact forms. Provide your audience with value so they want to go give you their email and are happy to receive more regular information from you.

Now you have a list of emails in your database and potential clients to stay in contact with consider the following

  1. Welcome email for new subscribers
  2. Content for educating the client
  3. Content for new properties
  4.  Emails for special offers and price reductions
  5. Content to re-engage. Remind them why they signed up in the first place.

These email campaigns will help you with brand awareness and ultimately help improve sales. This process can be very time consuming if done manually. As a lot of this can be automated, check out software like Mailchimp. You can segment your list and run different campaigns. Depending on different events, different more personalised emails can be sent out.

3. Promote your best content

 

So now your producing great content on your best platforms. Now it’s time to see the power of paid advertising. Boost and promote your most engaging content starting with a small budget and wait to see what happens. Do you have more followers and likes now? Do you have more emails going into you email campaign funnel? Keep an eye on what you are spending to ensure you are getting the most favourable ROI and conversion rates.

4. Build your Brand

Create content for your different platforms, remember when making content you have to build an audience for it not the other way around. Your agency has a brand, it has a history it has regular stories. Share it and document it with your audience. Customise your content for each platform. For example Facebook live can be a great way to introduce yourself, business and show off a new property whilst and LinkedIn maybe something more motivational and educational explaining to client why they should partner or collaborate with you  would be best thing for them. It is a great way to build rapport with your audience and potential clients. Remember to make sure some of your content is educational and fun rather always trying to sell something as you will lose you audience. You need to constantly engage with them maybe talk about market trends and updates then the next one you can show off those villas you are trying to sell.

5. Videos

 

Visual content is huge and very powerful. Think about making a buying guide in video. Educate potential clients what needs to happen in order to purchase property in certain areas, how long the process takes answer the common client questions. Yes take drone footage of the outside of the property and garden. Yes present the villa to clients by showing them a video to build interest and get more viewings booked, how powerful would that be. Maybe a client will want to buy it just by seeing the video as they have a really busy schedule at present and don’t want to miss out! It happens.

By then end of this year 80% of online traffic will be directed to video content. So get ahead and start learning and creating if you want to get ahead.

6. Google My Business

80% of searches are completed on Google. Google offers a free tool that can help potential clients find you and your website. It helps you control the local information about your agency as well interact with clients and control your reputation.

Google My Business allows you to enter detailed information about your business, including contact details, URL, location, and photos. The customers can leave reviews about your business, and claiming your Google My Business profile can help you address any concerns.

A lot of potential clients are searching for real estate agents and property in their dream location. Are you set up on Google My Business? Let’s say there are 5 Real Estate Agencies in your local area. 3 have no reviews and at a glance ratings. The other 2 have their business details filled in,  one has a 4 star rating and the other has a 5 star rating. Which one would you choose?

With information available instantly controlling and monitoring feedback in crucial to all businesses. Stay in control, don’t damage your reputation better yet show people how great you are from the very first interaction they have with you. Stand out and give them a reason why they should choose you first.

 

I hope you’ve found my quick tips helpful. It’s now down to you to take action.

 

 

Pay Per Click Tips

Let’s say you search ‘2 bedroom apartments in Marbella’ on Google. You will see a list of websites with a green ad box before your search results. This is Pay Per Click!

What is Pay Per Click?

Pay Per Click or PPC is an online advertising model which does exactly what its says. Every time you click on one of these links the advertiser pays.

There are different types of PPC advertising but the most popular one is the paid search ad. These adverts will appear every time you perform a google search and especially when you are looking to buy something. The advertiser will not pay anything until you click their link hence the reason why it’s called pay per click!

Other types of PPC include remarketing and display marketing.

In order for ads to appear on the search results page, advertisers can not just pay more so more people see them, they must go through ad bidding or an ad auction. This is an automated process that Google uses to determine the relevance and rational reasons why that ad should appear on your search.

The Importance of Key Words in PPC

Once you have entered your query Google will perform a complex algorithm calculation (what the ad auction is based on) to determine what ads will be shown and in what order.

You must make sure you only bid on words that are relevant to your business to ensure you come up for the right reasons and the right searches. By picking the best keywords for your business the better the return on investment you will have per ad spend. A large number of businesses will use software or what is called a keyword tool to determine what are the best words to bid on to maximise sales and conversion rates.

 

Tips For PPC

There are many ways to use PPC to increase sales and revenue but to do that you must know what they are. Here are 5 tips on how to use PPC to ensure you see an increase in traffic and revenue.

1. Keywords

Do your research to make sure you are spending money on the right keywords for your business. Be smart and methodical to ensure you are not spending money just to get more traffic and views but in order to convert these into sales.

2. Target Audience

Knowing the audience you are trying to target will help you determine what what types of campaigns will be best for your business

3.  Content

Ensure you are building the right content for your audience in order to convert these into sales. Make it eye catching so users are drawn to you. Don’t forget to  have your branding on point and any phrases or taglines you use to connect you and the brand. Try using different formats like pictures, writing and video then analyse to see what gives you the best results.

4. Budget

First you must do your research and see how much you have to spend and how much is required to break through the market. The real estate industry is highly competitive and has big ticket sales so be prepared to spend to get the results. Ensure you analyse your results and ROI conversions.

5. Landing Pages

Once someone has clicked on your advert use a landing page for what they have searched for. Make it relevant don’t send them to your homepage where they have to filter and search for what wanted in the first place. Some users will get lost, distracted and therefore not convert.

 

There is a lot to consider when using PPC but hopefully I have given you some ideas to think about.

I hope you found this article helpful.

Have a great day and #letsgogetit

26 Shocking Yet Funny Property Photos

When you think of your dream home you may be thinking country house, a house close to the beach or maybe a penthouse in the city. Would the interior be modern and cool or something older with a bit more character? While it’s exciting to think of your dream property the reality of many property listings can be rather disappointing and somewhat outrageous.

I have put together 26 property photos that should make you laugh and show you how to promote your property if you don’t want to sell it.

1.

If you want to watch your washing dry that’s fine by me but maybe you should use that ladder and do something with that wall

2. 

Here’s an example of how a storage room should look like. That racking looks extremely safe not to mention the light or the whatever is all over the floor!

3. 

Come on at least clear the room of clutter before taking a picture. I’m glad the beautiful curtains are closed you don’t want people looking in or maybe you don’t want people looking out.

4. 

That’s a modern TV right there. Why don’t I sit in all the dust and watch the latest Netflix series oh hold on wait can someone help me turn this bad boy on?

5. 

Just take the picture no one will notice the rubble next to the entrance or the gaping hole above it! Have a swig of gin or whiskey and forget all about it.

6. 

Check out my garden pit guys doesn’t it look nice and green? Maybe someone will want to make this into a pool?

7. 

Don’t bother making the bed, the quality on my phone isn’t that great I’m sure no-one will notice!

8. 

This is the room where I store my crap, you can do the same, better yet I’ll throw this in free if you buy my property!

9. 

How romantic! We can both sit here and do the laundry. I’ll take the dirty chair and have a shower after said no one ever!

10. 

What is this room? Why is the water pipe like that? Must be some new design!

11. 

I love sitting on my desk and hoping the desk doesn’t break. That’s where I do all my best work.

12. 

Damn it, I knew it was a random place to put a curtain but I should have closed it so no one can see the mess behind it!

13. 

Who needs a bedroom door when I can put 2 chairs out and pretend I have personal security?

14. 

This won’t be on the market for long…. but for what reason?

15. 

Just a normal modern otiose bathroom…

16. 

Glad I painted the doors purple, my feng shui is on point!

17. 

I’m always thinking of ways to be more efficient that’s why I have my washing machine in my bathroom. Undress, put clothes in washing machine, shower, done! See I’ve just saved my self 5 minutes! Does my shower curtains and washing machine cover match?

18. 

Who doesn’t like cocks on their kitchen wall? It’s very Nandos’esque right? Everyone loves a cheeky Nando’s!

19. 

Not a bad picture but damn that’s bright!

20. 

I have a magic car park. The cars stick to the roof!

21. 

My underwear can be in this picture, they’re clean. Let me leave a clutter of paperwork on my desk too that way they know a serious worker lives here!

22. 

This room has the best view in the house, great to dry clothes and store random crap.

23. 

First of all, why that colour? Secondly, that’s the smallest bath I’ve ever seen? Is this where elf’s live?

24. 

Don’t know what I’m taking a picture of but better take it anyway!

25.

French doors, check! Just need to fix the glass.

26. 

Let’s take a picture of this, leave the step ladder and duster in there. This is going to be a cool picture!

 

I’m all for people taking their own property photos but please use your common sense! If ever in doubt hire in the professionals.

I hope you enjoyed the funny fails and got a giggle or two out of it. Please share and like.