When we share our experiences in developing real estate channels, we will inevitably encounter many setbacks in the workplace. The law also has clear provisions on this issue, and there are all kinds of people in the workplace. The following is a small experience sharing about the development of real estate channels. Let's have a look.
Share the experience of real estate channel 1 Owner:
The reason why many owners sell houses is basically to change houses, and after these owners sell houses, they usually sell houses immediately, which is called serial orders in our industry.
On-site customer:
Every month, customers come to register for consultation. What you have to do is to receive them positively and enthusiastically and solve the customer's problems with your heart. Over time, many a mickle makes a mickle. Those who take the initiative to come to the door are generally interested in buying a house.
Interpersonal relationship:
To let relatives and friends know that they are engaged in the real estate industry, your relatives, friends and classmates may have the need to buy a house. China people pay attention to being familiar with things, so under the same conditions, they will naturally come to you.
Sharing the experience of real estate channel development 2 1, billing in business circle
Business circle scheduling is one of the most commonly used skills for real estate companies to expand customers. Under normal circumstances, the company will send staff to send orders to the surrounding or prosperous areas of real estate projects during the period of stocking or sales boom. Before sending orders, we will train our customers, usually on holidays or weekends. Because of the large flow of people in busy areas, the information of real estate projects can be widely transmitted.
2. Moving line interception
Moving line interception usually refers to the real estate company sending staff along the main roads and intersections around the project, or the only way for target customers and major consumer places, or using outdoor advertisements to promote real estate.
3. Exhibition blasting
Exhibition blasting usually means that real estate companies send elite sales staff to communicate with visiting customers at large-scale exhibition sites, such as exhibitions, and complete customer information registration. The company tries its best to win favorable exhibitions, design excellent images and attract more users. Real estate companies can also cooperate with target customers in the same related business, such as auto show, to achieve the purpose of resource sharing.
4. Gas station report.
Real estate developers can also cooperate with gas station staff with high attendance rate, give them simple training, and publicize project information by issuing cards, newspapers, small gifts and other means. This way can quickly and effectively convey the project information to high-end customers.
Small experience sharing of real estate channel expansion 3 Channel expansion is generally divided into four aspects, which can be summarized as: point, line, area and refined expansion.
What's the point? For example, competing products are intercepted, enterprise groups buy them, and key customers worship them.
For the expansion of "point", the essentials of action are very important. Whether it is the interception of competing products or the worship of key customers, the customers we face are accurate customers and customers with strong intention to buy houses. Don't nag about such customers. Simplify the value point of the project, interest the customer for 30 seconds, and then take the customer to the sales office to learn more about the project.
In addition, for the expansion of "point", key people are very important. Can you beat an aunt who is over half a year old simply by intercepting competing products? Since we can't take it away, let's develop her into one of our own. In addition to these aunts, there are also competing property consultants and security guards, and some people are easy to mess with.
It is more important for enterprises to buy key people. If there are no key people, you may not even meet the business leaders. As a reminder, the key person is not necessarily a powerful leader. For ordinary channel personnel, there is no such resource. What do we do? Sometimes it is more useful for security guards and doormen to keep information clean.
What is a line? For example, moving line interception, resource grafting, and demolition.
This kind of pioneers has a large flow of people, but the crowd structure is relatively simple. For example, drivers' associations, fishing associations and village demolition.
For pioneers in this field, the ability to improvise is very important. Sincere communication is the first, and tapping demand is the second. Don't think about cutting into the project at first, try to be friends first, and then find the right opportunity to cut into the project and invite customers to see the house.
It will be better if you inform the project leader in advance and apply for exclusive discount.
What are noodles? For example, sending orders in the business circle and touring exhibitions in the community.
Scheduling is an embarrassing scene in channel expansion. First, there are a large number of dispatchers in the business circle, so it is difficult to screen accurate customers. Secondly, channel personnel are in conflict, feeling that they are just doing propaganda, which is not helpful for their performance improvement.
Actually, it is not. First of all, the channel team also belongs to the project marketing team, and customers have a strong sense of project purchase, which will also promote the channel to expand customers. Secondly, the phone number of the leaflet page can be deleted and engraved with the channel's own.
What is refined expansion? For example, business linkage, a second-hand housing linkage.
For refined development, as long as the service is serious, the industry rules are observed, and the results are not bad.
When the customer's skills are mastered, the customer will have it. If you can't maintain and manage, you are still an unqualified channel personnel.