There are four key areas to focus on when making a good impression on a potential vendor that can make you and your business memorable. If not enough people know you exist, you don’t get called out for valuations, so your stock levels remain low, so you don’t have many boards out, so you don’t get called out for valuations…. and so the vicious circle continues.
So why not try these 4 steps to becoming memorable and see if that potential vendor becomes a completed sale:
- Memorable communication
- Helpful communication
- Positive communication
- Honest communication
Memorable – by this I mean providing key information and feedback that in turn resonates with your potential vendor. Find a way to communicate and generate interest in a way that will invoke a positive emotion or feeling towards you
Helpful – Your communication must be truly, truly, useful. If you sell something, you make a customer today, but if you genuinely help someone, you create a customer for life. By simply asking the question “how can I help” will make the interaction smoother and provide an open platform for communication.
Positive – An agent’s job is not an easy one, and sometimes it means delivering bad or just unwelcome news. A recommended price drop; negative viewing feedback; a sale fall-through: these are all tricky conversations to have. But they are also an opportunity for you to shine. If you are positive, genuinely helpful and supportive, your client will leave the conversation feeling better than they would have done otherwise, or with another agent. Stay positive; emotions are contagious, so make sure you’re spreading happy, positive emotions that inflate, not deflate. Remember that you have the power to change people’s lives – to help solve their problems, and to reach their goals.
Honest – Your clients will feel frustrated if they don’t know what you’re actually doing on their behalf. We’ve had many vendors complain to our teams, “I haven’t heard from my agent for months; they just aren’t doing anything”. This may or may not be true, but if you’re not keeping in touch, what do you expect your client to think? Show them what you’re doing, and what’s working: take them ‘behind the scenes’ and share your stats with them; be visible at every step.