I have been talking about these consumer preferences for the last 20 years... Consumer Preferences: The Real Estate Professionals and companies that survive the major changes taking place in this industry are those that can quantify what they do and how they earn their money. One method of doing this is to look at what consumers, not just real estate consumers, but all consumers are looking for today as they shop for products and services. These items can be referred to as Consumer Demands and when you look at what you do, how you do it, and how you market it, bring as many of these driving forces to bear as possible: Speed - think of fast food and 24 film developing. The quicker you can take care of the administrative aspects of a purchase or sale, the more valuable you are. Convenience - think of Seven Eleven stores. Also remember that people will often pay a premium for convenience. What do you do for the convenience and comfort of your clients? Choice - the more alternatives initially, the more consumers like it, but then they narrow it down. Don’t we all enjoy choice, from ice cream (31 Flavors) to Coffee (Starbucks). What can you do to give your client more alternatives. Value-added - people like to get MORE than they pay for, this is value added. Real Esate Professionals provide value added services everyday, but few take the time to re-enforce it to their clients. Have you ever cleaned or painted a house for a client after a sale? Helped them move something...or something like that, an extra, that WASNT in the listing agreement but you did it anyway? Thats Value Added Discounts - If it is convenient enough, you will use a coupon. Lots of people look for discounts in everything they do. This doesnt mean you should offer discounts, but you must be aware that for many this is a driving force so play to your strengths in your marketing Quality - Are you willing to pay more for quality? Many people are Service - think of Norstroms which prides itself in its service Information - this is the age of information! Consumers wont by a toaster or a microwave without first buying a copy of Consumers Guide, let alone a piece of real estate. Make it quick (speed) and convenient for your clients to access to lots of (choice) information. Deliver the above at every available opportunity and your clients will not only love you, they will send you more business.
Posted on: Mon, 12 Jan 2015 17:25:02 +0000
Trending Topics
Recently Viewed Topics
© 2015