In order to succeed in business you need to care about the needs of your customers.  Putting the needs of your customers first and foremost will lead to more business than you ever imagined.  

The group of online entrepreneurs took the aspect of providing more value to customers to the extreme.  You see, when you focus on value to the customer there are benefits that you get to enjoy.  It sounds almost counter intuitive that when you focus on how you can help that it actually benefits you, but it works. 

Let’s look at some of the benefits of focusing on the client: 

  1. Consumer confidence - the consumer’s confidence rises because they know you are focusing on their needs.  You are no longer focusing about attributes about you (i.e. your #1 in sales, you sold X number of homes, etc) you are focusing on how you can help them with their problems so they feel more comfortable to contact you.
  2. Price wars don’t exist - Focusing on the consumer means you don’t have to focus on competing on price.  The customer cares about more than just the commission you charge, they care about the benefits to them.  Focusing on the consumer means you don’t have to go head to head with those who want to charge 1%!
  3. Keeps your competition away - That’s right your competition will fear you when you focus on the consumer.  They will try to buy the customer with discounts and you will win the customer with guarantees and powerful service.  Your competition will quickly run and hide under a rock. 

Provide the value, BEFORE your customer contacts you 

One of the focuses of the group was making sure that a consumer online felt so confident about making a purchase that they wanted to click the “purchase” button or just pick up the phone because the website gave them confidence. 

We can take this same approach to our real estate websites and blogs if we think differently than the rest of the pack.   Here are some ways to give your customers confidence online: 

  • Guarantees - Yes, over the top, in your face guarantees.  If you have ever tried the guarantee “I will sell your home in 29 days or I sell it for FREE” you know what I am talking about.  If that is too much for you (btw your phone will ring non stop with that guarantee) think about some of these that you can put online:
    • For Buyers - Guarantee that they will get access to ALL listings in the area. Remember, buyers often think they are only getting your office listings or a “filtered” list, so Guarantee they will ALL available listings or you will pay for their Home Warranty, Transaction Fee, etc.
    • Communication Guarantee - Guarantee that you will return phone calls and e-mails within 24 hours or for every infraction you will give them $50.  One of the biggest complaints of buyers and sellers is that agents don’t respond properly so alleviate their fear. 

The best guarantees address a few items so take some time to make sure you compose a great guarantee that compels a visitor to fill out your form.  It can be as simple as 3 items (Guarantee ALL listings, Guarantee a response within 24 hours, Guarantee NEVER to resell their e-mail) but make it powerful so they are compelled to fill out your forms or pick up the phone. 

Take action with your business 

Now it’s your turn.  We want you to give your customers more confidence today so your phone starts ringing and your ISP calls you about all the e-mails that you are receiving.  Take action today with the following task: 

  • Craft your Guarantee - Be bold and step out on a limb with your guarantee.  You really have nothing to lose!  Make your guarantee so bold that someone would be crazy NOT to contact you.  Put it on your website and blog and watch your results change over night. 

It may seem a little uncomfortable at first to put that strong powerful message out there, but once you do, you will feel liberated and never head back again. If you aren’t sure what you should offer as your own guarantee schedule a 1 on 1 consultation with us and we can help you develop your very own guarantee 

We hope to hear what you are trying out there, what new application did you try?

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