Hard Sell
Posted on November 14, 2006 - Filed Under Business |
Sometimes, people confuse me.
Many moons ago, I had a web design business. Every time I met with a potential client, I walked away with a contract and a nice size check. Business Owner’s told me, on more than a few occasions, that I was a good salesman.
Well, I don’t know about that. All I really did was listen to what was said and respond accordingly.
Selling the houses to potential renters is quite a bit different. It’s almost the inverse of what I would normally think.
A client shows up who, judging by their car, has a few dollars. I make sure to point out all the nice features, benefits. As if teetering on the edge, I always push a slight incentive out such as a "move in special" or a break in rent if a year lease is signed.
With that, they leave.
Near the end of the day, my attitude changes. My mind has become jello from having shown the houses 30+ times in one day.
"Yeah, here is the house. Go in. Any questions, I’m up in the front house."
I ignore them.
Without fail, these people always express a sincere desire to live in the house. They always ask for an application and availability. Even as I write this piece, I remember with the tenant from last year. I gave her 3 seconds of my time and ten minutes later a rental application and credit check were in my hands.
Maybe there is a new national best-seller in this. "Clifford’s Sales Tactic: Ignore them." or maybe "Ignore your way to success: a salesmen guide."
If you liked that post, then try these...
How far on April 20th, 2007
Champagne hangover be damned!SFX: Phone RingsCat: Good morning Clifford.
Extending on April 11th, 2007
It was the title: "How the Klu Klux Klan is like a group of Real Estate Agents".
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5 Responses to “Hard Sell”
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Maybe you are sounding too desperate or too salesman like. I personally like to think that I’m making my own decisions. If someone is selling, they may make me think “why is he trying so hard?” “what’s wrong with the house” “why doesn’t anyone else want it?”.
I think a big part of it is reading people. If you know the type of person you’re working with, you’ll know whether or not to leave this person alone or to hold their hand.
As I am a bit shy I am more likely to buy something in a store when I have plenty of time to look at the stuff. If a salesperson comes up to me and asks how they can help me I feel under pressure and am much less likely to buy anything. So this could work this way for some portion of tenants. Or maybe people get skeptical when you tell them what a great deal it is….
I don’t think I sound desperate. I’ve tried to point out everything that’s included to make sure they understand.
But as moom pointed out, when I leave them to themselves they spend more time in the house and response seems to be better.
But I never say “This is a great deal.” If they seem to be teetering, I say “We can always work something out if you’re willing to sign a year lease.” or something along those lines. But that’s only if I like them and they seem like good people. Not every gets that offer.
I think looking for a place to live is different, because if you’re buying something and someone is there pointing out all the features, that’s useful information. But if you’re looking for a place to live and someone’s there doing that stuff, you may wonder if they’re going to be like Mr. Roper the hovering landlord.
BM, I’ve been accused of many things. But never as being Mr. Roper!
With all due respect to Don Knotts, this comment seals it. From now on, I’ll ignore them as they come in.
“Here’s the house. I’ll be up front if you have any questions.”