Increase Sales

Increase in sales of real estate agencies

Any head of a real estate agency constantly solves the problem facing him - how to manage a real estate agency and how to increase sales? This is understandable, because in the city of a million-million only registered agencies can count about three hundred, not to mention the single-agent realtors, so the "headache" for his business manager wants to bring his company to a higher level and win a greater market share. Are there any existing methods, tools, or technologies that allow executives of real estate agencies to increase sales, take their company to a higher level and break away from their competitors in order? Yes, such tools exist.

What tools will increase your sales?

Tool One - STATISTICS OF YOUR BUSINESS

Beginning to increase sales, the first thing to do is to get the most detailed information and statistics for competent business planning.

For example, how many customers come to your site, what percentage of these clients leave a request for apartment selection or make a call, how many clients actually reach the office and how many as a result become customers who have concluded a contract and have paid you money in the end.

Who other clients, for what purpose they visited the site and why they did not become clients of the real estate agency, is a task that will have to be solved.

Knowing all these statistics, receiving timely and reliable data, the competent manager can already see where the growth zones are located, due to which the company makes a profit and can increase it.

How to increase sales, knowing the number of customers and transactions?

If there are not enough customers, but nevertheless enough for the company to exist, then in that case you can simply work with one indicator, increase the incoming customer flow, and then with the same conversion the profit will increase several times.

If the number of clients is large, but there is no result, if there are not enough sales at the output, there are few end customers, then it is necessary to improve the quality of work with clients, to understand what they lack. In this case, you can implement certain scripts, train employees who work with the incoming flow of clients - office managers, secretaries, - ensure that they work with customers correctly, keep them and continue to lead the chain to the completion of the transaction.

It is important to conduct analytics at every stage of sales, since without analysts we will not be able to understand what efforts to what result resulted. After all, you can give excellent advertising, you can teach the manager to work well, you can improve the indicators, but if we do not know at the expense of which of these factors the changes are achieved, efforts to obtain this knowledge can be wasted. At the same time, if we have an analyst, we will know, accordingly, which action will bring us the maximum result.

The second tool - MANAGING AND WORKING WITH THE CLIENT BASE

Question to you, dear readers: do you conduct your customer base electronically or in CRM? Do you work further with customers who bought your service? According to statistics: 50% of agencies maintain a base, but do not work with it, 25% of agencies do not lead, 25% of agencies are puzzled by this issue. As a rule, the problem with working with the client base is reduced either to the fact that it is not maintained, or to the fact that it does not work. Every client who bought a service in a real estate agency must be "digitized": we need his last name, first name, cell phone number and e-mail. And not just for us to see how many clients we have, but in order to actively work with them. After we form the base of our clients, we begin to contact them regularly, congratulate them with the holidays, birthdays, send useful information about real estate and, most importantly, get new clients from our base for our company at least 24 times a year. Send them letters asking them to recommend you, encourage active recommendations, run a word of mouth.

Not surprisingly, as soon as we start to contact them, they actually start buying more. Because we remember them, we know about them and we motivate them to continue to come to us again and spend their money, because according to statistics in Russia, each family changes their housing once every seven years.

How to regularly increase the customer base by using the company's internal resource?

It is important not only to work with the client base, but also to expand it in all possible ways, for example, with the help of recommendations . If we ask our clients to bring someone else to us, they are more likely to fulfill our request, and if we offer them a bonus that will motivate them to perform the action, then the effectiveness of such an offer will increase manyfold.

Third Tool - SERVICE

As one of the gurus in sales said, you need to exceed customer expectations. It is not enough simply to provide a service that the client will like, we need to provide a service, the quality of which the client does not even suspect.

Why //www.amazon.com/ one of the leaders?

For example, Amazon - one of the leading sites in Internet sales, when we leave them a request to make a call back, we call back in less than one second. Such a quick reaction a person does not expect, and what tasks as a result of this are solved?

1. We do not lose the customer, as soon as he has a need, immediately with a return call we satisfy it. The seller finds out what the client needs and leads to closing the deal while the customer is "warm";

2. The client has a pleasant impression of the service and the fact that they care about him, solving his problem (in fact, we solve our problems, increasing the conversion of our sales, turning it into a real one from a potential customer);

3. When the client has a request or problem, the speed decides a lot.

Are you ready to be QUICK?

Answer yourself the question, in your business, how many minutes do they call back to a potential customer? If more than 30 minutes, a high probability that the customer has already contacted your competitors. In every business, there are enough companies working in your segment, and as a rule, a potential client turns to 3-5 companies to solve their problem and, as soon as you delay, you have a minus one customer.

What usually happens in our Russian companies? Leaving an application, making a call with a request to call back, we, at best, from a competent manager can get what he listens to us and say that he will call back soon. In the worst case, we can wait a day, or even two, if our problem is still remembered and given us feedback, at this time we can already make a couple of calls to competitors and go where we will be serviced more qualitatively.

Applying these simple tips in practice, you will very soon receive a positive return from their application. There is another way to increase the sale of a real estate agency - it is an individual job with a business consultant in the real estate market. Which way to apply you, choose yourself. The road will be mastered by the one walking!