Many market experts say that after-sales is the beginning of a new sale. I disagree with this thesis. The reason is simple: I never close a sale. In this way, I promote a lifetime sale, maintain a true and lasting relationship with the customer and guarantee a unique experience.

Therefore, the watchword is RELATIONSHIP. I've separated 7 tips that you need to watch carefully to strengthen your after-sales. Whoever practices them will no longer have to worry about chasing the client. It will be enough to manage this relationship.

Your success is here. Courage, you will make it!

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1. Always be close and stay in touch.

One of the biggest mistakes a real estate agent can make is thinking that just because a client has already bought with him, he will be “yours” forever, without any maintenance of contact. What a fool to think like that!

"Disappearing" from the customer's life is like pulling the trigger of the gun that will kill your sale. Always remember: People buy from those they like and trust and for this to happen it is necessary to be close, taking care of the "seed" of your relationship with the customer, so that it germinates and bears fruit (results).

My tip: After purchase, keep in touch periodically with your customer. Check if he needs anything. This periodicity, however, must vary according to the profile of each customer. You have to be aware that the line between pleasant and boring is fine. Therefore, an investigation of your customer's profile is necessary for your after-sales to be effective.

A parameter I used to know if I had managed to stop being just a broker was when I called and the customer answered me with a warm greeting:

– Says friend Guilherme!
Bingo! At this point it had “turned”.
People prefer to buy from friends.

1. Keep your customer “educated”.

This tip many brokers even know, but very few practice. Do you know why? Because it takes a lot of work!

It is common for average brokers to abandon their customer after a sale has been consolidated. However, when a new goal needs to be met, whether for a property being launched, ready or used, like a phoenix rising from the ashes, the average broker suddenly resumes contact with the forgotten customer.

My tip: Keep your customer informed at all times. Educate him about the market, send relevant information about the sector, about the region where he lives. This is fantastic and the result is amazing.

Use your email intelligently and strategically, make a “news” with quality and credible news. There are a lot of "talkers" spreading nonsense about the market and if your client is "educated", he will not fall into these traps and will not be involved in the deadly plot of adventurers.

This tip is even more powerful if aligned with the tip described in item 1. So, when an investment opportunity for your client arises, you won't need to spend a lot of energy to convert your sale. Your customer will be polite. It will either buy from you or not buy from anyone.

1. If the customer has a problem, solve it.

Prior to purchase, the broker is 100% available to the customer. After the purchase, the broker avoids, the customer's problem is no longer his, so the customer must come to terms with another sector. These are common attitudes for the average broker and pangaré.

My tip: Your client deserves an “inner angel”, so be that angel. Know one thing: reciprocity is a spectacular ally for your after-sales. With it, we feel motivated to return a favor for something that has added value in our lives.

I guarantee that solving your customer's problem is a great opportunity for you to generate value for your relationship with him. The result for you, the salesperson, is a new sale.

1. Archive and enjoy important dates.

Many sellers archive essential customer information but don't even remember it exists. Many, in fact, believe that remembering important dates is a secretary's job, not a realtor's.

Some are even content to remember only the birthday. This is better than nothing, but that's what everyone does.

My tip: Realtor, make yourself special at important times. Earn admiration and retain your customer.

Fathers, Mothers, Children's Day (if the buyer has a child), anniversary of the purchase of the property, tribute to the day of the client's profession: dates that, if remembered and celebrated with care and attention, will certainly surprise your client, a time that many sellers will not remember.

It is a simple attitude and it even seems to be a cliché, but it is precisely because they believe it is such an obvious thing that many brokers fail to position themselves as a differential in the client's life.

Take note: breaking the rules is not doing something new, but doing what everyone else does, but in a creative, innovative and unexpected way.

1. Take good care of your home.

Average brokers do not value their co-workers, employees or business partners. A serious mistake!

My tip: View all the people you relate to commercially as your customers and in this way always give your best. This makes a tremendous difference in your life and career. We live in the era of solidarity, help, collaboration. More than ever, we need each other.

1. i9

Look for a unique way to surprise your customer, break the rules, build an infinite network of friends and never need to sell to them.

My tip: Don't be afraid to innovate. Even if you make a mistake in this attempt, you will be gaining new learning and experience. This is critical to your evolution process.

1. 3 + 3 = 7

Our last tip comes from a question from a blog reader who asked me about the ideal time to give a gift to the client.

Despite not being a widespread practice, I believe that the act of giving the client a loving memory is a spectacular strategy for consolidating lasting relationships.

My tip: If you are giving a gift to your customer after a purchase, NEVER do it in the days immediately following the sale. Give a break time of at least 7 days. Otherwise, the broker can give the impression of “self-interested” in the worst sense of the word.

Do you know that expression “take it, give it here”? This is the perception that the customer can have when receiving a gift immediately after purchase. And this impression has nothing to do with after-sales, but with an exchange relationship. If giving a gift, always do it for a reason other than the purchase, but a CAUSE for your customer.

My wish is that from this post and application of these tips, each contact is a relationship and each relationship is a step closer to the podium. #break the rules.

A customer may be worth a sale to many brokers, but to me it's never a sale. I build relationships.

We can do it differently, we can do it better.

Source: Tajarat.com.pk

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