One of the biggest obstacles in the sales industry is connecting the consumer to the product or service.
In the digital age buyers often want to skip a step and research the product online. They can read info, view photos, videos and more. When viewing solely online, it’s easy to find a reason not to purchase a product. As a salesperson, it is your job to draw the potential consumer in to see the product in person as this can lead to an emotional connection that makes it easier to overlook the small elements that might not make it a perfect fit. In real estate, it is almost impossible to find a home that is a 100% match, there will always be a few things that could be better but when they’re standing inside, imaging themselves cooking dinner or their kids running in the backyard, it’s more likely that they will accept the wallpaper or the lack of storage space on the main level. If they don’t have the connection they’ll just move on to the next.
The challenge is creating the hype and the traffic through the door. So instead of just hosting an open house and hoping people show up, create an event, invite people, provide them valuable information, feed them, and connect them with the product.
That’s how sales happen.