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How to Get More Appraisal Customers
[fusion_dropcap color=”” text_color=”” boxed=”no” boxed_radius=”” class=”” id=”” open_settings=”true”]W[/fusion_dropcap]hether business is slow or busy, getting more appraisal customers should be a priority. Selling when business is good ensures any market fluctuations have a minimal impact. No matter how busy you are, you always need to be selling. But how? Below are steps you can take to get more appraisal customers.
Practice Your Pitch
Firstly, work on your Elevator Pitch – 20 to 30 seconds of what you do and why you do it best, or differently. This is your treasure. When introducing your services, your pitch can make, or break the deal. A good elevator pitch doesn’t include rambling and instead, is very conversational and addresses a pain point. Explain why you are the only choice in commercial appraisals. Don’t expect your prospect or customer to be able to do it for you.
Make Those Calls
Now is the right time to call each of your customers, and those you want to be your customers. Let them know you are healthy, working, available, and eager for their business. Do not make them guess. What distinguishes you from every other commercial appraiser in your market is important. If your market has slowed down, your competition is heating up (or, should be). Be proactive in finding potential clients by making those calls.
Is your phone ringing off the hook yet? No, of course not. It doesn’t work that way. If you want to get more appraisal customers, you have to make the phones ring. Further, figure out who is placing bids or assignments right now. If you don’t know, find out. Start with the top 50 most likely to be ordering commercial appraisals right now. Ask for their business. Keep calling to “check-in” and remind them of who you are, what you do, and why they need to be doing business with you (your Elevator Pitch, repeatedly).
Utilize Tools and Stay Organized
In addition, maintain a system of follow-up. Whether it is a free CRM like HubSpot or something as simple as index cards, a notebook or, even a whiteboard. Keep track of who you are calling and who you are connecting with. Set follow-up objectives and stick to them.
Also, market your business. While Sales is the ability to sell your services, Marketing is the ability to create, communicate, and deliver your offerings. Look at your brand and what role it’s playing in your success. Branding is the art and skill of distinguishing your unique qualities. There is a great blog that lays out how to get started if you’re new to the idea.
Remember that Marketing and Sales is nothing more than finding your groove, rinsing, and repeating. Not every call or touchpoint will yield the results you seek. You will have to be prepared for rejection in every form. Dust off after a “bad” call and go walk the dog or get a cup of coffee. It’s not you; it’s them.
Be Persistent and Resilient
Seems like common sense, right? Then, why aren’t you doing it? What will set you apart from your competition is your persistence. Though the above is very basic, these productive steps should occur whether you are busy or not. I guarantee most of your competition is not doing any of it. Those who are, are your market leaders. Get more appraisal customers and become one.
In conclusion, if you are actively marketing your business to sell your services, you are already ahead of most of your competition. For example, I presented a webinar on this topic not too long ago. In it, I offered a free listing on a website directory of commercial fee appraisers in North America. It was a FREE way to get more appraisal customers. You would think everyone would have taken advantage of the offer. There was no cost and little effort. Surprisingly, only one in five accepted the offer. So, are you going to be the one? Or, are you among the other four to let opportunities to gain more business pass you by?
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About the Author
Steve Finell is Account Executive at RealQuantum, an accomplished SaaS professional, real estate investor, and car aficionado.
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Ready to see how you can be more successful and efficient? realquantum was created by appraisers, for appraisers, to save them time and make them money. Sign up for a demo today.
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