Doing real estate after-sales like Lahore Smart City is one of the most important factors for any well-planned marketing structure. After all, the goal can never be just to get people to buy. But yes, it is important that they buy, feel satisfied, realize the value of the product or service and, with that, return to buy and refer friends. This would be the perfect flow that all businesses should aim for.
But how can you make that happen and, in fact, build a real estate authority so big that you have attorneys for your brand? This is what we are going to understand in this text, so that you can leave here with a practical plan to carry out, who knows, even today. Follow up!
Real estate after-sales – How to create content that makes customers become defenders of your brand in the long term
To create a good after-sales property, it is essential that several issues are taken into account, so that the process is embedded in a winning marketing plan.
That is, after-sales needs to make sense to the customer who purchased a product or service, so that there is a perception of value. That “something extra” needs to be perceived as something useful and important to the customer – and not as the “minimum expected”.
And how can you put this into practice so that it works for your real estate agency? To help you, we’ve put together a step-by-step guide with some important points that you can (and should) consider for a good real estate after-sale.
Regardless of whether you are an autonomous broker or brokerage firm or have a real estate company with a large team, know that after-sales is important and, when properly applied, can bring what you are looking for: recognition, more sales, increased revenue and success in the long run.
See the step by step:
- It all starts with the welcome after a purchase or subscription to a real estate service – Think of a good first impression;
- Deliver more than you promised in the initial sale of the product or service – This will trigger a feeling of exceeded expectations;
- Challenge and promise gifts, discounts or benefits to customers who participate;
- Build free courses or training for certain real estate products or services so that this is a bonus;
- Create VIP communities for certain customers – This will generate a sense of status and your brand will be propagated by customers;
- Have a good real estate CRM to manage your customers so that they become advocates for your brand;
Of course, just reading this step-by-step “raw” will not make things happen. It is necessary, in the middle of this, to understand the nuances in a deep way and, of course, to execute the actions. Otherwise, nothing will work.
Therefore, follow the study of each of the above topics from now on.
It all starts with the welcome after a purchase or subscription to a real estate service – Think of a good first impression
When does real estate after-sales begin? Many people may think that it starts only when the product is sold. But actually, it should start much earlier, in the planning phase.
That is, you will have to plan everything in advance, being one or two steps ahead of the market or your customers.
One factor that must be put into practice immediately after a purchase is the question of welcome. Reception needs to happen in a very authentic and unique way, as this is a moment when the client has very high expectations and is eager to receive what he bought – whether it’s the keys to property or the membership of a consortium or real estate service.
Thinking about a good first impression can make customers who have trusted your product or service feel even more confident.
Especially if your real estate is not known, bringing this “extra” confidence after the purchase can be a key trigger for word-of-mouth marketing to work in the long run. After all, people only recommend what they think is good and important, right?
The first impression goes for a marketing campaign that is being launched, and it goes for a product that has just been purchased.
Because the product will only be validated if, in fact, there is proof that it fulfills the promises and expectations generated. Be careful not to create false impressions, ok? This creates disconnection and can lead to returns or withdrawals – in addition to making customers not recommend your brand at all. You don’t want this!
To read later: What types of clients does your real estate agency have?
Deliver more than you promised on the initial sale of the product or service – This will trigger a sense of exceeded expectations
Delivering more than what the customer has bought is critical to having fantastic impressions of your real estate brand. And when we talk about “delivering more”, you don’t need to deliver an extra property to someone who bought an apartment.
But at the same time, creating those random freebies isn’t a good idea either. Pens, caps and desktop calendars can easily go to waste. And you don’t want your brand going to waste, do you?
Think of alternatives that are viable and, above all, useful for your customer. To do this, understand that each customer is unique. Studying consumer behavior will help you create a specific profile for each client of your real estate.
On top of this personal information, you will be able to create services or bonus products in a unique and very personalized way.
If you offered in your campaign a property in the plant with a discount on the documentation, how about offering the documentation for free after the purchase itself? This will cause the campaign bonus to be exceeded.
Amazing triggers are created in people’s minds when you act in this way, as this brings a very high perception of value to your real estate agency – which delivers more than it promises.
Of course, you cannot deliver products or services that make your real estate company out of balance on other grounds. Have a safety margin so that all bonuses are provided for in billing, expenses or investments.
Don’t deliver what you can’t deliver, much less promise what you can’t deliver. These situations are very negative for any brand and authority building, ok?
Make challenges and promise gifts, discounts or benefits to customers who participate
Have you thought about creating challenges as a way to build an excellent real estate after-sale? This is possible and we will understand how from now on.
Nowadays, social networks allow us to do a series of things that were not possible before: constantly interacting with a huge audience and having any kind of connection with your real estate company.
This may seem obvious to anyone opening a Facebook or Instagram account – and it’s even the least expected. However, we need to understand the power these tools give us.
Going to the theme of this text, which is a good real estate after-sales campaign, we can use social media as a platform to build word-of-mouth marketing in a creative and intelligent way, promoting actions and challenges among customers who have already bought. some product or service.
The challenges can be numerous: posting photos on the property, creating creative phrases about the product or whatever. Encouraging customers to participate can be some useful prize.
And the entries will generate a lot of engagement that, in practice, will become mental triggers of authority and social proof for your real estate.
Many people who are not yet customers will see customers interacting with their real estate agency on the networks. And this will generate a condition of curiosity in prospects – which is great for attracting even more interested in your products and services and, consequently, turning the wheel in your favor.
Build free courses or training for certain real estate products or services so that this is a bonus
Offering a quality real estate after-sales service is not just about thanking the customer and saying “come back often”. It takes a lot more than that to show that you didn’t just want to sell the property or the service. But I also wanted to help improve the customer’s life.
The new marketing, which has a very strong digital aspect, brings the need that before asking someone for something, we must offer something useful and of value. But this must even happen after the purchase is made.
To offer something useful to someone, you will need to understand that person’s behavior and needs. And here we go back to mentioning the importance of understanding consumer behavior in the real estate market, so that you can use the information in favor of your after-sales – not just pre-sales.
When a product is purchased, it is actually filling a need space in the mind of the purchaser.
A large family will need a bigger house if they live in a small house. The biggest house will be the resolution of a problem.
However, there are still other alternatives in this process that you can seek and understand to turn other needs into exclusive – and unexpected – bonuses.
For example, if you rent business rooms to self-employed professionals, you could offer gifts related to the business itself.
Get out of the real estate sphere and think with your client’s head: what does he need to prosper in life? It can be a course or training so that he can be successful with the business he will open in his rented office space.
This is a way to help a lot more than you could. And, of course, this creates a feeling of exceeded expectations, as you show an interest in helping your customers. And people, at their core, love to feel important. Think about it!
Create VIP communities for certain customers – This will generate a sense of status and your brand will be propagated by customers
People love to feel important and unique. And that’s why it’s so common to find exclusive services or products with VIP status. This is part of the human being’s ego and can, yes, be used in favor of real estate business, as a way to build an excellent after-sales.
Therefore, try to build spaces or VIP groups for some clients that exceed some of your company’s goals or expectations. It can be a simple Facebook group to discuss ideas and offer exclusive promotions and discounts, or it can be some kind of priority in service if you work with clients who need constant contact with real estate services.
Once again: the motto or north of the VIP group will depend a lot on the real estate niche in which you operate and, of course, on the needs that the public presents.
Each target audience will have a specific need that you can address. Therefore, be smart to interpret every detail and information that a client leaves – everything will serve to improve the experience and, of course, build a great real estate after-sale.
Put people on a pedestal of importance. Give credit and give full priority to those who bought a product from your real estate agency.
People love to feel important – and will take it forward, propagating it to friends and acquaintances. Whoever wins, of course, is your real estate agency.
Have a good real estate CRM to manage your customers so that they become advocates for your brand
And finally, everything we present here to build a great real estate after-sales will only be possible if you have the right tools for data management and interpretation.
One of these tools is the real estate CRM.
It is useful for gathering customer and prospect information in an organized, unified, and segmented way. With everything in hand, you can easily build an incredible authority for your real estate agency.
Your real estate clients can easily become advocates for your brand if they feel they must defend your products and services.
And with the step-by-step guide presented here, customers will want to defend their company tooth and nail, as they will feel that it deserves such support.
Count on Ville Imob to increase your sales!