I've preached the importance of corporate authenticity before but do as I say - not as I do? I think as a sales professional it's hard to have true authenticity. The title of "sales" is holding us back as an industry - it has such a sour connotation. Time for a change - Christina L. Greene - Real Estate Investment Concierge, Purchase Assistant or maybe Home Shopping Expert.
As I get deeper into the new media world I find myself shedding some old habits. Before sales professionals were cheered for having the ability to hold the "game face" throughout a transaction. But now it's more about being authentic, being true to ones self, being comfortable with transparency, presenting the information with facts rather then the 100% opinion (although having an opinion is important - but support it with facts).
It's funny my first line when I take out a new client is "a. I will always be honest and tell you what I think of a property, even if it's bad and b. I drive like a bat out of hell - put on your seat belt". Agents in my office thought I was shooting myself in the foot by being so forward and honest with my clients. But that's just me - I'm forward, funny and even a little bitchy at times.
Secret - *whispers* "try being yourself, it might actually work for you".
About 5 years ago I had a chat with a fellow agent in the office who said my honest approach with buyers was a breach of contract (Massachusetts state law) to the opposing seller and what was the purpose of disclosing so much information if it was going to hinder the transaction and therefore my paycheck.
Are you kidding? Sorry to break the news - but yes many agents think this way.
If I as much as buy a pair of shoes that are defective I want my money back. Hell if I'm going to be liable for the sale of a defective house. It's "disclosure" if I tell you it's broken and you buy it anyway then hey I said my peace - and can get to sleep tonight.
Since buyer agency has become all the rage giving full disclosure to buyers is "sometimes" mandatory now. My approach is catching on, but with horrible discomfort. Brokers are waiting until the end of the transaction to slip a disclosure sheet across the table with a grin "oh by the way" kind of attitude. Then a sheet with $$$$ slips back across the table with the buyer demanding the price be dropped. Consumers are getting smarter folks - it would be good for us to as well.
I have countless letters from clients sent into my corporate office cheering my personality, attitude, and fun nature. How spending time buying or selling their home was fun rather then a chore. Shouldn't it be? Why would anyone want it to be any less?
If you love what you sell this shouldn't be so hard.
Showing posts with label sales. Show all posts
Showing posts with label sales. Show all posts
Saturday, August 18, 2007
Saturday, August 11, 2007
Selling in the world of New Media
I'm sitting at work, reading through blog posts, catching up with what my peeps are doing, and I get an e-mail from a prominent SL business owner that he would like help will selling something (vague on purpose sorry). This is actually a common request, am I the only avatar in SL with a sales tag over their head? I don't know. Although he was aware of a recent transaction I brought to the world.
I've debated on multiple occasions of starting a sales consultancy of sorts, not just in SL but in real life too. I get at least 2 phone calls a week for advice on real estate. In this current market buyers and sellers alike are so reluctant to make a decision that they seek 2nd, 3rd, 4th, 5th, etc, opinions (which as a broker working with them is so annoying). The only thing holding me back from doing it - is the rarity of a fee attached to such "advice" and it would be too time consuming to do with the current job. Although I find time to blog - maybe I need to re-hash this.
So after this e-mail I realized the concept of "selling" in the world of New Media is completely lost, the focus hasn't gone past the marketing stage. With the millions/billions of advertisements via blogs, podcasts, and videos out there can you ever really develop a relationship with the individual consumer? Let's say you hit a marketing campaign out of the park, it goes viral, sales are up 20%, whoo hooo. But wait, what are you going to do to retain these new costumers? If the increase in sales is so isolated, is that really a success? How do you develop the long term relationship and commitment to the brand?
It's not about having a website anymore, how many consumers trust the information on a company website? How much control does one have over the consumers actual opinion? How do you get on that personal level with the consumer, get their attention? Then once you do gather their attention how do you "wow" them and make the slam dunk?
It's also not about the sleazy guy in the cheap suit, the "guy" getting in with the boys club and making the locker room close or the sales executive with the flashy business degree and boring sales pitch.
Everything is changing, the new focus can't just be on marketing - that's the first step but once you have their attention you'll need a plan to actually do something? Wow what a concept.
I've debated on multiple occasions of starting a sales consultancy of sorts, not just in SL but in real life too. I get at least 2 phone calls a week for advice on real estate. In this current market buyers and sellers alike are so reluctant to make a decision that they seek 2nd, 3rd, 4th, 5th, etc, opinions (which as a broker working with them is so annoying). The only thing holding me back from doing it - is the rarity of a fee attached to such "advice" and it would be too time consuming to do with the current job. Although I find time to blog - maybe I need to re-hash this.
So after this e-mail I realized the concept of "selling" in the world of New Media is completely lost, the focus hasn't gone past the marketing stage. With the millions/billions of advertisements via blogs, podcasts, and videos out there can you ever really develop a relationship with the individual consumer? Let's say you hit a marketing campaign out of the park, it goes viral, sales are up 20%, whoo hooo. But wait, what are you going to do to retain these new costumers? If the increase in sales is so isolated, is that really a success? How do you develop the long term relationship and commitment to the brand?
It's not about having a website anymore, how many consumers trust the information on a company website? How much control does one have over the consumers actual opinion? How do you get on that personal level with the consumer, get their attention? Then once you do gather their attention how do you "wow" them and make the slam dunk?
It's also not about the sleazy guy in the cheap suit, the "guy" getting in with the boys club and making the locker room close or the sales executive with the flashy business degree and boring sales pitch.
Everything is changing, the new focus can't just be on marketing - that's the first step but once you have their attention you'll need a plan to actually do something? Wow what a concept.
Monday, August 6, 2007
Productive Day
Today was one of those days you end in a complete mind meld of confusion yet excitement. I apologize if this post is confusing, has too many thoughts, or is just random - but that's how things are flowin'. Stream of Consciousness begins now.
My morning started by chatting with CC Chapman - if you don't know who he is then you must be in some dark cave on a deserted island, or part of the non blogging and podcasting culture that is coming close to extinction. I would help you out by giving you a brief description but I fear I'd give it no justice so check him out here http://www.cc-chapman.com/.
The conversation was light, ended with some real estate chatter, as do the majority of my chats.
Quick story - I had jury duty a few years back, high profile murder case in Boston (which I believe I'm ok to talk about now) where a guy, in full daylight, walked into a shop, scouted his victim out through the staff, shot him in the chest emptying a full round, then stabbed him through every major artery, and ended the murder (in front of witnesses non the less) by jumping on the him before he took off on foot all bloody. One would think this was a open and shut case - they even had the bloody clothes he took to the dry cleaners and the gun. But as all in the world that involves human decision we had a hung jury for about a week. At the beginning of the case we went around the jury room and introduced ourselves briefly. The moment everyone found out i was a real estate agent on came the questions, "what do you think of our market", "how long will it take to sell my house", "can i sell it on my own" etc etc etc. So I hate to admit, but during our hung jury time - when no one else was allowed in the room it usually consisted of me giving real estate lectures on Boston trends. But hey I got a few clients afterwards. *smiles* That's what I call using your time wisely.
Anywho......that conversation, combined with the "sales roundup" podcast I caught first thing this morning, left me with a sales brain buzz on the current market, my experiences, the future, etc. One thing I can say now looking back over my years in sales is you better damn well love what you're selling if you plan on being successful. Anyone can fake it for a little while - but long term success is found in the heart and passion of the salesperson - not to sound cheesy. One thing I heard early on in my career that has stuck to me like glue is "a good salesperson will find strength in the rejection by having the passion to see the next sale". Well that and "fake it until you make it" - which is partially true, but wouldn't it be great to just "make it" from the start. Your passions can change, don't be afraid of change, if you embrace and accept change early on in the game you'll have a larger more successful outcome. For anyone in this stage I recommend a short, cute and helpful book, "Who Moved My Cheese" by Spencer Johnson.
This is where I am now in my career. I've had a very successful 5+ years, but I'm bored, tired of it, and this market is frustrating beyond belief. Am I selfish to want more? I'm watching seasoned veterans throw in the towel, rookies leave after a few months, and everyone just generally confused. Although I have the absolute ability to rack it in on these agents discarded scraps (which any smart agent is taking advantage of now, feast or famine folks) i don't have the desire to. I'm off buzzing about new media, second life, twitter, someone needs to slap some sense into me - but hey that's where my passion lies. I'm still on the fence whether I want to blog about my career progressions and the companies I'm speaking with.
With all this said I finally decided I'm going to start writing my first book on selling to the sexes. I've been debating on writing this for some time. The concept of selling to a sex hit me like a ton of bricks a few years ago. This will not only be a guide of sorts for sales professionals, but hopefully a general good read for anyone. I admit in my first few years of sales I did not sell anything to a woman - nothing, nada, zilch. I had absolutely zero closing skills with women. Sadly that didn't affect my numbers (girls why aren't we buying things other then shoes? kinda kidding, I own a ton myself) but I would quickly pass off any woman interested in my services to another sales agent and gladly accept a referral fee - wouldn't even waste my time with chitchat. Currently, on the side, I work in an industry where I only sell to women. It's amazing how fast you adapt when you're forced to. In my time here I've noticed the nuances of selling to men vs. women. This may not sound too interesting to some but you fail to realize sales happen every day in your life, even if you're not consciously aware. You're arguing with your spouse, you sell your side of the debate. Maybe your discussing the pros of your company with a friend/coworker/client, you're selling the company. Playing a game of Risk? hello you're selling the importance of owning Russia over Switzerland. Or hell I'm fighting with my mother over why she still doesn't have a grand child, I'm selling her on the fact shes not getting one for a while (sorry ma) - although the sperm before baby selling point is quite conclusive. *smiles* It should be an interesting read for anyone - stay tuned on that.
So..... let's see, Jeffrey Lipsky, better known as Filthy Fluno in SL, stopped by my house to hang this afternoon. I'm helping him with a new marketing campaign, etc. If anyone is going to pick your brain, pull out every last drop and throw it all on the floor (to see it's artistic flare no doubt) it's him. I swear he just inspires greatness within everyone he reaches. We sat down for about 4 hours? 6 hours? and knocked out piece by piece of designs for his campaign. Working next to someone that just gets your vibe and can say "god Carlie that just sucks" without me slapping him is impressive. His current site is http://www.jeffreylipsky.com/, but keep an eye out because that will be getting revamped in the coming weeks.
All in all a great day. Now if I can only slow my brain down and get to sleep - it'll be even better.
~Cheers
My morning started by chatting with CC Chapman - if you don't know who he is then you must be in some dark cave on a deserted island, or part of the non blogging and podcasting culture that is coming close to extinction. I would help you out by giving you a brief description but I fear I'd give it no justice so check him out here http://www.cc-chapman.com/.
The conversation was light, ended with some real estate chatter, as do the majority of my chats.
Quick story - I had jury duty a few years back, high profile murder case in Boston (which I believe I'm ok to talk about now) where a guy, in full daylight, walked into a shop, scouted his victim out through the staff, shot him in the chest emptying a full round, then stabbed him through every major artery, and ended the murder (in front of witnesses non the less) by jumping on the him before he took off on foot all bloody. One would think this was a open and shut case - they even had the bloody clothes he took to the dry cleaners and the gun. But as all in the world that involves human decision we had a hung jury for about a week. At the beginning of the case we went around the jury room and introduced ourselves briefly. The moment everyone found out i was a real estate agent on came the questions, "what do you think of our market", "how long will it take to sell my house", "can i sell it on my own" etc etc etc. So I hate to admit, but during our hung jury time - when no one else was allowed in the room it usually consisted of me giving real estate lectures on Boston trends. But hey I got a few clients afterwards. *smiles* That's what I call using your time wisely.
Anywho......that conversation, combined with the "sales roundup" podcast I caught first thing this morning, left me with a sales brain buzz on the current market, my experiences, the future, etc. One thing I can say now looking back over my years in sales is you better damn well love what you're selling if you plan on being successful. Anyone can fake it for a little while - but long term success is found in the heart and passion of the salesperson - not to sound cheesy. One thing I heard early on in my career that has stuck to me like glue is "a good salesperson will find strength in the rejection by having the passion to see the next sale". Well that and "fake it until you make it" - which is partially true, but wouldn't it be great to just "make it" from the start. Your passions can change, don't be afraid of change, if you embrace and accept change early on in the game you'll have a larger more successful outcome. For anyone in this stage I recommend a short, cute and helpful book, "Who Moved My Cheese" by Spencer Johnson.
This is where I am now in my career. I've had a very successful 5+ years, but I'm bored, tired of it, and this market is frustrating beyond belief. Am I selfish to want more? I'm watching seasoned veterans throw in the towel, rookies leave after a few months, and everyone just generally confused. Although I have the absolute ability to rack it in on these agents discarded scraps (which any smart agent is taking advantage of now, feast or famine folks) i don't have the desire to. I'm off buzzing about new media, second life, twitter, someone needs to slap some sense into me - but hey that's where my passion lies. I'm still on the fence whether I want to blog about my career progressions and the companies I'm speaking with.
With all this said I finally decided I'm going to start writing my first book on selling to the sexes. I've been debating on writing this for some time. The concept of selling to a sex hit me like a ton of bricks a few years ago. This will not only be a guide of sorts for sales professionals, but hopefully a general good read for anyone. I admit in my first few years of sales I did not sell anything to a woman - nothing, nada, zilch. I had absolutely zero closing skills with women. Sadly that didn't affect my numbers (girls why aren't we buying things other then shoes? kinda kidding, I own a ton myself) but I would quickly pass off any woman interested in my services to another sales agent and gladly accept a referral fee - wouldn't even waste my time with chitchat. Currently, on the side, I work in an industry where I only sell to women. It's amazing how fast you adapt when you're forced to. In my time here I've noticed the nuances of selling to men vs. women. This may not sound too interesting to some but you fail to realize sales happen every day in your life, even if you're not consciously aware. You're arguing with your spouse, you sell your side of the debate. Maybe your discussing the pros of your company with a friend/coworker/client, you're selling the company. Playing a game of Risk? hello you're selling the importance of owning Russia over Switzerland. Or hell I'm fighting with my mother over why she still doesn't have a grand child, I'm selling her on the fact shes not getting one for a while (sorry ma) - although the sperm before baby selling point is quite conclusive. *smiles* It should be an interesting read for anyone - stay tuned on that.
So..... let's see, Jeffrey Lipsky, better known as Filthy Fluno in SL, stopped by my house to hang this afternoon. I'm helping him with a new marketing campaign, etc. If anyone is going to pick your brain, pull out every last drop and throw it all on the floor (to see it's artistic flare no doubt) it's him. I swear he just inspires greatness within everyone he reaches. We sat down for about 4 hours? 6 hours? and knocked out piece by piece of designs for his campaign. Working next to someone that just gets your vibe and can say "god Carlie that just sucks" without me slapping him is impressive. His current site is http://www.jeffreylipsky.com/, but keep an eye out because that will be getting revamped in the coming weeks.
All in all a great day. Now if I can only slow my brain down and get to sleep - it'll be even better.
~Cheers
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