In Part One of this article, we explored what every agent should include in their sale proposal checklist. In this second part of the article, we take a look at what you can do to bring your sales proposals to life, and in doing so give you the best chance at converting a lead into a client.
HOW TO REALLY MAKE AN IMPRESSION
The reality is that simply clicking ‘print’ just does not cut it these days.
When compiling a sales proposal, adhering to the necessary components will be a great help. But if you really want to boost your chances of landing the business and wowing clients with your presentations, it’s time to go digital.
It’s safe to assume that you won’t be the only agent engaged by vendors looking to sell their property. It’s equally safe to assume that those vendors have been flooded with proposals from every agent they have spoken to.
For this reason, establishing a competitive advantage is an absolute must if you want to stand out from the pack.
Digital proposals offer a range of benefits that a traditional paper-based proposal simply can’t compete with. Here’s just a few of the ways you can appear head and shoulders above the competition via your digital proposals.
- Understand Your Customer and What Makes Them Tick
- Successful real estate relationships are built upon a foundation of trust, respect and understanding. Showing potential clients that you understand their needs and goals and will work specifically for their interests is a fantastic way to secure new business. Communication is key when gauging a client’s motivations, so make sure you are always available for them and keep comprehensive notes so you can tailor your proposal.
- Personalise All the Elements You Can
- Almost every aspect outlined in the checklist above can be customised. The cover letter, the situation and needs summary, the stats and data you include, the sales and marketing concepts you have devised and even your professional profile should all be tailored to hit the right notes with your prospect. Another tip for creating a bespoke proposal is to remove buzzwords and jargon – remember, personal relevance is what clients are after.
- Engage Your Audience with Interactive Multimedia
- A well written printed document with the odd table and a photograph of the home’s façade used to constitute a decent proposal. Not anymore. Digital proposals open up a new world of interactive pricing tables, embedded videos that sell the lifestyle, compelling imagery, and now even Augmented Reality and Visual Reality 3D imaging to show the potential of a property. The more engaged a client becomes with your proposal, the harder it will be for them to forget, and the easier it will be for you to close them.
- Incorporate Social Proof
- Every time you have a positive encounter with a client, supplier or anyone in the industry, get them to write a review. People read and trust reviews when making purchasing decisions and having a screen cap or reference to how many five-star Google Reviews you have earned act as social proof. People interpret social proof as an indication of what their experience might be like by comparing themselves to reviewers and their circumstances. While you don’t need to go as far as producing case studies, having solid reviews will be a big help in letting your prospects know that you will look after their best interests.
- Make It Easier to Get the Deal Done
- Digital proposals are much easier and faster to create than traditional proposals. However, they still represent an investment of time, effort, resources and energy, and after all of that, one of the worst mistakes you can make is not facilitating an easy sign off. Giving your prospect the power to agree and commit to your services via the proposal – regardless of time of day or where they might be – makes getting that all-important signature so much easier.
Proposalpoint digital proposal solutions make life easy by giving you all the tools you need to quickly and easily create proposals that pop. Try out a live demo and see for yourself just how much time and money we can save you.