on beige clients
PURPLE
Violet is a very difficult type of client. However, if you can adapt to them, then success is guaranteed.
Purple client is a supporter of any teachings. He pulls into his value system, offers to become a member of his society or asks you to buy an Energy Diet slimming shake.
In a word, these are fans of their views, and if you behave correctly with such a person, then the deal is secured.
Remember how fanatically the client pulls you into their business. Just as fanatically, he will talk about you in his sphere of influence.
RED
Now, please, more attention: RED IN THE CITY!
This is not a reference to the last century – this is a characteristic of our society.
Each of us is a little red. You are not born red, you become red.
Just so you understand: even purple clients can turn red if you make one mistake.
Who are the red ones?
Basically, these are aggressive, insatiable, greedy customers. It doesn’t matter to them whether the product is of high quality, what risks are possible when buying. They are interested in bargaining – cheaper and more.
Don’t put your finger in their mouth. When communicating with them, in no case should you talk about concessions, bargaining, that you can give up with your commission.
By saying this, you will open Pandora’s box, and the red one will never come off. There will be bargaining until he breaks the deal for himself.
It is for them that advertising campaigns of the following type have been created: “Buy an apartment and get a refrigerator as a gift!” or “Pyaterochka store near the house” and at the end of the announcement in large letters: “BARGAIN!”.
Submit such an advertisement – and you are provided with a call. You’ve landed a potential client, a red client.
How to work with him?
There is no panacea.
If a person wants to make a deal without intermediaries, he will go to the end.
Yes, he will smile in your face, but in the end, he will try to do his best to save money.
The only advice is to be stronger, show the client that you are a professional, and if he does not want to pay for your work, then please let him continue looking for real estate without you.
BLUE
It can be said that all foreign customers are blue. They came, they chose, they bought.
The blue client does not like gray schemes, he needs specifics: price, floor, distance to the sea, how much money the rent will bring.
If such a client sees that you have exaggerated or even lied somewhere, he will immediately find a replacement for you, since it is important for him to work with a good specialist. Unlike the red client, the blue one will not break the SIM card after showing the object. Blue will say to his face what exactly did not suit him in the object and the specialist.
ORANGE
Orange is the most favorite client (investor).
He doesn’t care how much you earn. The main thing is how much he can earn thanks to cooperation with you.
GREEN
Comfort is above all.
They also don’t care how much you earn. The main thing is that their property should have such characteristics that will give them positive emotions: a view from the window, maybe a square, a beautiful courtyard. In short, a landscaped area for a comfortable life.
Absolutely every client can become red. Don’t bargain, stay within limits. However, if you make a mistake, then 99% out of 100% is a loss of opportunity to get results, and most importantly, a loss of time that you could spend on other motivated clients who appreciate your service.
“But don’t rush customers!” you say. And some will even get ahead of me and will stand on the fact that the specialist chooses the client, and not the client chooses the specialist.
I will answer it this way:
Do you need to know your worth and not work with those who do not appreciate you? – YES.
Do not scatter customers left, and right? – YES.
Both points of view are correct.
And that is why it is necessary to create a digitization of customers that will attract absolutely everyone, regardless of their “color” and bring you one hundred percent income.
Minimizing the number of broken deals and broken contracts is very simple.
Script 1
(On the example of an ordinary real estate agent – an outgoing purchase call):
– Good afternoon! My name is Ekaterina. Are you interested in buying real estate?
Client response: Yes.
– How can I contact you?
Client response: Bogdan.
– Excellent, Bogdan! For what purpose do you want to buy property? Life, recreation, investment?
Client response: Life. (It doesn’t matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is “DO NOT MANAGE THAT YOU CANNOT MEASURE.”)
– Bogdan, I need to measure your motivation. Please tell me how urgently you are ready to buy a property on a scale from zero to ten, where 0 means you will be looking for a property for another year and 10 means you needed to buy an apartment yesterday.
Please name a number.
Script 2
(On the example of an ordinary real estate agent – an outgoing sales call):
– Good afternoon! My name is Ekaterina. Are you selling your apartment?
Client response: Yes.
– How can I contact you?
Client response: Bogdan.
– Excellent, Bogdan! If you sell your apartment, where will you move next? (Here we find out – alternative sale or free.)
Customer response: Alternative. (It doesn’t matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is “DO NOT MANAGE THAT YOU CANNOT
