If you are a company with a big budget for marketing, you could just invest in big advertising campaigns to boost your company’s sales. However, if your company is just starting up and is still small, you wouldn’t be able to do this. You need to figure out where you should put your marketing focus on.
There is the mistaken belief that simply putting up ads for their company everywhere will help bring in loyal clients. This is often not true.
Let’s start with a dating analogy. You are a guy, looking for someone. You meet a girl at this party through a friend. You’re introduced and you’ve been told that the girl is great, has a good job and personality and more. Won’t you feel reassured that the girl you met is supposed to be great? Compared to meeting some random stranger without someone else’s perspective, you would prefer to meet someone your friend already knows.
Trust is a big thing and it’s built as you get to know someone. The same is true in advertising, as overloading people would be useless for your business. You need to build trust to get clients.
You could invest in Facebook Ads or Google AdWords. However, meeting with the people in your community will bring value to your business as you build relationships with them. These people might one day be a client.
What’s important is learning how to make someone into a client through trust in your services. How do you know if someone will become a client? How will you earn people’s trust and convince them to use your services?
Building Trust as Real Estate Investors
This is where face-to-face marketing comes in as the most efficient way to generate trust in customers. Marketing companies all over the world know that people who have already experienced their product will be more likely to buy it again. For some brands and companies, product samples help increase their sales by 2,000 percent. However, real estate is not a product, it’s a service. How can people sample a service? Below are some examples.
- Services like a gym give out free boot camp and training sessions. People who try it out and enjoy it will be more likely to purchase full memberships.
- A software company gives out trial versions of their products as samples. If people like it, then they’ll buy a subscription for it.
For real estate agents, you are the service. The homeowners as the prospective clients get to talk to agents. They get information from and network with others through their agent. Homeowners achieve their goals together with their agent.
Helpful tips for Face-to-Face Marketing
As previously stated, face to face communication is great. Talking to people face to face allows you to know their unspoken reactions, through body language, the tone of voice, and facial expressions. Here are tips for when you have face-to-face conversations with your prospective clients:
- When approaching your prospect’s house, walk up with confidence
- Ring the doorbell or knock on the door 3 times and back away to give them their personal space. Wait for a couple seconds for the homeowner to get to the door before you knock again.
- Have a friendly smile on your face so that they won’t be suspicious about your intentions
- Be alert, listen for movement inside the house and keep your eyes on the window after knocking
- When the door opens, assume that the person who answered is the person you are looking for
- Talk about buying TIME only
- Stay confident
- Don’t wear something too formal. Don’t wear suits and ties. And no red clothing of any kind because red means stop. No hats or sunglasses because these cover the eyes.
- Polo shirts, jeans or slacks are okay. Wear comfortable footwear. Don’t wear heels, for ladies. No trench coats either.
- Don’t go to houses looking shabby, be neat.
To build trust with your prospective clients, be open to “sample” your service. Build your relationships well and provide valuable service without asking for anything in return. This will lay the foundation of trust and comfort for those prospective clients.
This is why face-to-face marketing is important. To learn more, visit Colorado REIA.