Having Trouble Attracting Clients?

Just because you can talk to people doesn't mean you can sell to them. It's an assumption made all too often. "I am nice, amicable, I keep getting stuck with tire kickers, What am I doing wrong?" A textbook statement by agents thinking way too small. Good news is there are solutions for those humble enough to work for it.

No matter what you are selling the rules remain the same. While there are many creative ways to become successful in your field, here are some basics to get you rolling.

Training. No, not the basic required education. How will you set yourself apart if you only do what everyone else is doing? Arnold Swarzenegger didn't hit the gym on Saturday to win Mr. Universe on Sunday. He trained daily, ate right, learned how to work out safely so he could keep doing it, and after taking the title, he trained to do it again. Books, courses...always have something new to hone in those skills.

Be an Expert. Yes, this can be coupled with training. But, go above and beyond. Read those sales reports, then look for answers to why those numbers are where they are. Stay up to date on your industry trends. Know who the big players are. Spoke with the general manager at my car dealership the other day telling him how much I love my car. He went into explaining who designed it, why the designer made choices, how many were sold, and how it has won more awards than any other vehicle...ever. Now we know why he was the General Manager!

See and be seen. Too many salespeople stress over where to find buyers. If you are training, becoming an expert in your product, this one is easy. Think about the last time you were in a group of people, and they ask what you do? BAM! Your opportunity. I tell my agents to pay attention when they are in a group of people during casual conversation. Almost always the conversation leads to someone buying/selling a house, looking for a rental, starting a business, looking to invest money in something. If you are an expert, you will impress them with your knowledge, and they will be asking for your card before the night is over.

Have fun. It is ironic how many go into sales because they like talking to people then after getting a license they become tongue tied, broke, basket cases! Relax. Wake up, have a juice, read what’s relevant to your life, get some exercise, take a class, meet a few people, make some sales. Sales can be a lot of fun.

Sales is simple if you let it be. Learn how to improve yourself, know your field, go out with people you like, and enjoy yourself. A dedicated, informed person who is comfortable to be around is who you want to buy from. Want to attract buyers? Be that person!