If you own a property management company, chances are one of your top goals is to grow your business. As you may know, each and every lead is crucial to meeting that goal. With the right approach, you will be able to turn a lead into a client in no time.
In order to truly succeed in converting leads and growing your business, you will need to find ways to stand out compared to other property management companies. By setting yourself apart from the competition, you will be able to gain new clients and grow your business.
But how exactly can you do this effectively? Beating out your competition may not be easy, but there are certain things that you can do to help your property management company reach your goals and gain new clients. After all, gaining leads and converting them into paying clients are two very different things that require strategy, hard work, and effective communication skills.
In this blog post, we will outline all of our best tips and tricks when it comes to converting leads and growing your business. So, keep reading to find out how to increase your chances of closing your next deal!
Reach Out to Any New Leads Quickly and Professionally
If you really want to close a deal, it is absolutely crucial that you reach out to leads as quickly and professionally as possible. In fact, as soon as you notice a new rental property owner on your radar, you need to reach out immediately.
Companies that commit to reaching new prospective clients within one hour of noticing them are statistically seven times more successful than those who wait longer before contacting a lead.
The faster the response, the more successful you will be. It may even be worth hiring a sales representative to solely focus on this task and grow the business.
Always Provide Excellent Customer Service
One of the best ways to drastically improve your closing rate with new leads is to always do everything in your power to make sure that your customer service abilities are top-notch from the very beginning.
When a new lead contacts you or your company, you should always be there to welcome them and make them feel valued as a potential customer. This is how you stand out from the crowd.
In fact, how you greet a prospect is equally important as when you greet them. While above we have gone through the importance of reaching out as quickly as possible, let’s talk about what to say once you have sparked a conversation with a new lead.
As a property manager, the last thing you want to do is to greet a new client too casually or unprofessionally. Leave the “hey, what’s up?” at home, because this will not convince any new leads that they will be a valued client of yours.
The tone of your voice on a phone call can have a massive impact on whether or not your leads will trust you, like you, or want to commit to doing any business with you.
Since you will have no way of communicating with your lead through facial expressions, gestures or other nonverbal cues over the phone, you should perfect your tone of voice in order to succeed. Try using professional greetings such as “Hello, you have reached [your name} at [property management company name here]. What can I do to help you today?”
While you want to sound as professional as possible, keep in mind that you should also avoid being too monotone, robotic, or sales-y. Make sure to sound genuinely interested whenever you are speaking to a client so they will know that you are committed to providing a positive customer experience no matter what.
As mentioned before, your tone of voice can do wonders for converting leads, so this is crucial! If you need to, try practicing with a friend or colleague to make sure you perfect your greeting.
Always Look Ahead
When it comes to sales work, your end goal needs to be to get into a prospective client’s head and stay there. Part of this means knowing what their problems, hesitations, or objections will be ahead of time, as this will allow you to handle them in stride and make your ability to close the deal that much smoother.
For example, a very common concern among rental property owners is the uncertainty that hiring a property manager will be worth it for them. Many rental property owners hesitate to hire a property manager as they are unsure of whether or not there is adequate value in it for them.
If they are aiming to generate as much income as possible through their rental properties, they may be hesitant to pay a fee to have someone else take care of it when they feel that they can do it themselves.
In a case such as this, you will want to do the best possible job of explaining your services in detail, including their ultimate value to the prospect and your pricing. Your goal should be to strategically address this concern before it is even brought up. Focus on the value that your services can bring to them and their properties, including how you can maximize their income and reduce their workload.
If You Want to Be an Effective Salesperson, You Need to Be an Excellent Listener
Similarly to the last point, you want to pay attention to how you are addressing their problems and concerns. The how is crucial.
For example, you want to avoid being too hesitant about your services and the information that you are giving your lead. When it comes to getting someone to trust you with their large investment, confidence can make or break the deal. You want your lead to know that you are fully confident in your abilities to take care of their rental property and maximize their income.
Further, if you start to address a prospective client’s potential hesitations before they have even brought them up, you will immediately begin to build a rapport with that client.
By building this new business relationship with a prospective client, you are getting yourself that much closer to standing out against your competition and closing the deal.
Offer Leads a Variety of Pricing Options
The average client will always compare different companies and services based on price. That’s just how sales works! We’re sure you often do this any time that you are planning on making a large purchase.
However, the best way to stand out is to find a way to get a prospective client to compare the prices of your services to other services that you offer. This cuts out the competition altogether. This is possible by offering a variety of pricing options to your clients.
If you want to effectively use this method, we recommend dividing your pricing options into three main zones: prestige, popular, and competitive. Here is the rundown on all three:
- Prestige: This pricing option will be the one that has the highest cost and offers the most services to your clients. This one is top-of-the-line and will improve your company’s image and branding. Since there are other options to choose from, you won’t risk chasing new clients away with higher prices.
- Popular: This zone is in the middle tier of pricing, and will most likely be the most popular choice among your clients. This is where you will close the highest amount of deals.
- Competitive: This one will be your most affordable rate that will mainly exist in order to convince new leads to go with your business rather than other property management companies in the area. Clients will always have the option to go up to another zone, and many may choose to do so over time. In the end, having this competitive, more affordable option will earn you more clients.
But why are these zones so effective? If your property management company only offers one pricing option, then clients will be comparing your prices with other companies.
However, offering multiple options can change a prospect’s mindset entirely, allowing them to simply choose the best plan for them instead of comparing your company to another one.
Make a Lasting Impression
In order to truly stay in a prospective client’s mind, you will need to find creative ways to make a lasting impression on them. One way to do this is to invest in documents that stand out from everything else on their desk.
The style of your paperwork may seem like a small detail, but trust us when we say that it can be the difference between a prospective client remembering your brand and them simply forgetting about your company and throwing your documents away.
Here are some small tips on how to make your paperwork stand out:
- Include a short and catchy slogan to go with your company’s name.
- Make your company’s contact information including your phone number and email address easy to find and read.
- Put your property management company’s official website URL in your contact information.
- Make sure your company logo is present on all of your paperwork and in full color.
Aside from the design of your paperwork, there are other ways to ensure that you are standing out on a prospective client’s desk. Give them something that makes your property management company the only reasonable option for them.
For example, if they ask you for an estimate, you can accompany it with a pamphlet that outlines your services, what makes you unique, and some positive testimonials from past and current clients. This will help show a prospect that you are always willing to go above and beyond for your clients.
Bottom Line
At the end of the day, as a property manager, it is crucial to hone your sales skills if you want to succeed in growing your business and gaining new clients. If you have any other questions about how to convert leads as a property manager, contact our team at Blanket today.
