Did you know that there are more than 150,000 property management companies out there? That makes competition pretty fierce when trying to sell your property management services to prospective customers like condominium corporations and HOA’s or perhaps individual investor landlords. And the title of this post is purposely somewhat of a contradiction, because “selling” your services isn’t really being authentic, is it? That being said, when trying to beat out the competition to win new business, our first piece of advice is not to sell, but to solve.
AUTHENTIC vs. FAKE
In fact, we highly recommend developing a culture within your property management company of solving problems as opposed to closing deals and turning profits. Starting from initial lead prospecting right through to ongoing business relationships and contract renewals, your entire property management team should be devoted to the task of figuring out what your customers need — and then giving it to them.
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Keeping the goal of solving problems in mind, let’s review 5 authentic ways that you can “sell” your property management services to prospective customers.
Become a networking guru
Making connections amongst your industry peers and potential customers is not a new idea by any means, but to make the most of all the networking opportunities available, you may have to take a new approach to it. Networking at its most effective is about building relationships and providing value to others, rather than self promotion. Freely and openly offer your expertise to help whoever, whenever you can, even if the person is not yet your customer — AND, even if they are not a prospective customer. Why spend the time and effort? Because you never know which powerful connections that person might share their appreciation and admiration with.
Have a helpful online presence
The reality is, most people do judge a book by its cover. And in this digital age, your website and social media presence are essentially the cover of your property management business. You can apply the problem solving principle here by giving people easy access to the information they need — especially the content that will help them to make an informed decision and then act on that decision. The content of your website may include a blog, with article topics that highlight your property management expertise. BONUS POINTS: beyond providing helpful information and tools, appeal to the senses and emotions of your audience by framing content in a visually engaging experience.
Develop a proven track record
The best way to sell your services to prospective customers is to provide exceptional experiences that will gain you a favourable reputation and word of mouth referrals. Additionally, you can obtain testimonials from happy customers and strategically use them in places where prospects are making a decision or considering taking action to contact you.
Be highly responsive
Not only is a first impression a lasting one, but most people will believe that their experience with you in the prospecting phase is what they can expect from you throughout the duration of your business relationship. That’s why it’s critical to respond to each and every inquiry in a prompt and helpful manner. If you want to go the extra mile in the responsive department, be sure to make an in person visit to the property(s) of your prospective customers, to give them an indication of your interest and willingness to go above and beyond when it comes to serving their needs.
Use technologically advanced tools
Finally, the use of technologically advanced tools like property management software and integrated customer portals can go a long way to not only reduce operational costs and effectively manage growth, but to enhance the level of service that you are able to provide to customers. You can further use these tools to your advantage by letting your prospective customers know that you have them, and how they in turn will benefit.
Related Post: 5 Ways Your Property Management Business Can Benefit from the Right Software
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Take your customer service to the next level! Get your free copy of the Property Manager’s Guide to Creating an Extraordinary Customer Experience.
