Y encima se quejan de que no venden…
Tengo un amigo de Gran Canaria que es promotor. La semana pasada me llamó porque compró un terreno en Tenerife (concretamente en ciudad de La Laguna) y quería saber como estaba el precio por metro cuadrado en la zona. Me pidió que le haga un estudio para poder hacerse una idea de en cuanto podía vender sus pisos.
Pues el lunes me di una vuelta por la zona con mi libreta y bolígrafo en mano para apuntar los teléfonos de las promotoras e inmobiliarias que vendían promociones. En poco menos de una hora conseguí doce números.
Al día siguiente empecé a llamar a estos números para pedir información. Aquí tenéis mis resultados:
- De los doce números que tenía, solamente me contestaron tres personas.
- Los demás números o bien no contestaban o saltaba el contestador automático.
- De las tres personas que me contestaron, una me dijo que estaba ocupada y que se pondría en contacto conmigo en cinco minutos. Sigo esperando.
- Deje un mensaje en el contestador cada vez que me saltaba y aun no he recibido respuesta de ninguna promotora.
- Al día siguiente volví a llamar a las promotoras y nadie contesto.
¿Se atreve alguna de estas empresas a decir que no venden porque la cosa esta fatal? ¡No me extraña que no vendan si ni siquiera contestan al teléfono!
Cuando escribo en el blog posts acerca de cómo mejorar las ventas y técnicas de marketing innovadoras, doy por sentado que todas las empresas tienen una atención telefónica eficiente y atienden a todas sus solicitudes de información (llamadas, web, visitas a oficina) de una manera eficaz. Pues he comprobado que no siempre es así. Una agencia inmobiliaria o una promotora no debe jamás olvidar que las solicitudes de información de posibles compradores son la base en la que sustentan sus ventas y su éxito. Sin esas solicitudes no tendrían ventas. Por este motivo hay que atender a todas y cada una de ellas de una manera profesional.
Hace unos meses escribí uno de los posts que más veces ha sido leído en inmosfera: Vender más con los 3 números de la suerte. Explica de una manera simple y clara como gestionar las solicitudes de información para conseguir ventas. Pienso que es una buena idea volver a recordarlo ahora.
Claro, como no existe ningun programa o pagina web que pueda también contestar al telefono o atender en la oficina…
Jean Paul, como experiencia te comento que me ha pasado un caso similar con una promotora de Candelaria.
Quería informarme sobre una promoción en la zona, y les llamé para que me enviaran información al mail, o por fax, para estudiarla, sin tener que desplazarme a sus oficinas.
Tardaron 5 días en volverme a llamar, y cuando al final se decidieron a hacerlo,me dicen que no me pueden pasar información alguna, teniéndome que presentar en persona en sus oficinas en Candelaria para poder obtener información al respecto.
No sé si son estrategias de Márketing para que un comercial me “vuelva loco” en la oficina para intentar vender.
En definitiva, creo que este caso es uno más en contra de sus propias ventas , ya que, en mi caso vivo cerca, pero ¿y si viviese en el Puerto de la Cruz? a buen seguro que no me desplazaría a Candelaria para que me den un plano y un precio.Un posible comprador menos.
No entiendo por qué tanto secretismo en la información.
El problema es que no son vendedores, son despachadores de producto…la bonaza les ha malacostumbrado…
Hola, yo soy director comercial de una empresa de marketing en Internet, y acabo de comprar un piso hace poco en Gran canaria. Como podéis imaginar he estado mirando bastantes pisos y tratando con diferentes agentes inmobiliarios. Pues bien, he sacado la conclusión personal de que para vender la mejor táctica es la de ser lo más claro posible, haciendo que el cliente se sienta que sus dudas son explicadas y aclaradas. Esto hace que el posible comprador confíe en el vendedor (que a priori es un completo desconocido), poniendolo en una posición idónea para vender. Es necesario tener paciencia, tomarse el tiempo necesario y asegurarse que el comprador es contentado en la medida de lo posible, y que se sienta bien atendido. Esto hace que ademas de crearse ese clima de confianza, no haya malos entendidos y toda la operación vaya como la seda. Creo que esto sería extensible a cualquier tipo de venta. Inmobiliarias en Gran Canaria
Estoy totalmente de acuerdo con los 3 comentarios.
Jorge, tú dejas claro que por lo menos en Tenerife (me imagino que en los demás sitios será igual) la atención al cliente es deficiente por no decir inexistente.
Echevarri, tu frase de que son despachadores de producto resume perfectamente el nivel formativo de los vendedores.
Y Antonio de Gran Canaria, pues también tienes razón. Yo siempre pienso que la mejor arma para vender cualquier producto es la honestidad y la sinceridad con el cliente. Si realmente te preocupas por tu cliente y le demuestras que en vez de querer venderle algo quieres que su vida, situación, necesidad o deseo mejore, pues entonces tendrás el éxito asegurado.
Por lo menos es mi manera de ver las cosas ya que una venta de “aquí te pillo y aquí te mato” puede que la consigas la primera vez solamente. Sin embargo, ayudando a tu cliente es cuando te recomienda a sus amigos y te volverá a comprar en el futuro.
Hola, escribo desde Perú el país que posee una de las maravillas del mundo, mi inquietud es donde puedo conseguir algún programa o software para crear una ficha informativa de la propiedad donde se incluya planos y otros softwares que tengan relación con el negocio inmobiliario.
http://www.hormiga.org/nuevo/Empresa_y_Negocios/inifa.htm
Buenas Victor,
Te comento que existen muchas aplicaciones como la que reclamas, poar gestionar propiedades inmobiliarias, arriba te dejo un enlace de una de ellas, que por cierto, no he tenido tiempo de ver, por lo que no sé la potencia que tendrá dicha aplicación.
No obstabte, podrás encontrar muchas en páginas de descargas como http://www.softonic.com .
También puedes confeccionar tú mismo una base de datos propia con el Microsoft Acces, aunque es un trabajo algo más complejo, y requiere echarle un poco de tiempo.
Espero que esta información te sea de utilidad, cualquier cosa no dudes en responder este post.
Saludos.
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