Let’s face it. Not everyone can close a sale with the simple wink of an eye. In fact, some of us struggle to sell people on rental properties because, well, we’re just not salespeople. The good news is you really don’t have to be. There are some things that you can do to naturally draw people in and make them want to rent from you, without having to launch into a lengthy sales pitch. Here are a few helpful tips to get you started.
Be Natural and Honest
Salespeople are often viewed in a negative light. Why? Because too often they come across as phony. Don’t try to force anything. Just relax, be yourself. Welcome questions from your prospects and answer them honestly. The more real and upfront you are with your potential tenants, the more likely they’ll be to believe what you’re telling them, which will make it much easier to rent the property.
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Ask Questions and Listen
There’s a reason we have two ears and one mouth. Sometimes the best sales pitch doesn’t start with any talking, but rather listening. Ask your prospective tenants what’s important to them in a home. Get an understanding of what they’re looking for. Then, figure out how you can market your property to meet those specific needs.
Be Informative
People don’t want to hear you drone on and on about how fantastic your property is, unless what you’re telling them is relevant to their needs and wants. Once you’ve determined, through listening, what your prospects are looking for in a home, provide them with information that will benefit them and help them make an informed decision. For instance, if your prospects have children, point out the quality schools in the area, the fenced in yard, etc.
Build Credibility
By being open, honest and upfront with your prospects (and ditching the pushy sales pitch), you’ll naturally begin to establish as sense of trust. Customer service is a big part of our line of work, and it shouldn’t be reserved just for people who are already clients, but also those that may become residents at some point in the future. If someone isn’t a good fit for your property, go the extra mile and refer them to someone who may be better able to assist them.
Let the Property Sell Itself
No matter how honest and sincere you are, how many questions you ask and how much information you provide, there is simply no substitute for good, old fashioned curb appeal. Make sure the property you’re trying to rent is in tip-top shape before showing it. Clean it and stage it to make it inviting to your prospects. The better the first impression, the sooner you’ll be able to close the deal.
Dealing with the sales part of our job isn’t always easy – especially if you don’t feel comfortable with pushy sales pitches. By putting the above tips into action, you won’t have any problem selling the property to prospects and you won’t have to do any hard selling at all!
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Get your free copy of The Property Manager’s Guide to Extraordinary Marketing. It has all the inspiration and resources you need to make the right message heard by the right people.
