Vende más propiedades: ofrece más información.
Cuando una inmobiliaria o promotora ofrece información de sus viviendas, en su página web y en sus folletos de publicidad, existen dos “filosofías” distintas a la hora de hacerlo:
Ofrecer una gran cantidad de información con mucho detalle o bien proporcionar los datos básicos para que el posible comprador se vea obligado a llamar para recibir el resto de la información.
Existen los que piensan (yo me incluyo en este grupo) que ofrecer la mayor cantidad de información disponible de las vivienda es mejor ya que un posible comprador -cuando visita nuestra página web o lee nuestra publicidad esta buscando la mayor cantidad de información posible para poder tomar una decisión y estudiar si esta vivienda o promoción en concreto le puede interesar.
Por otro lado, están los que piensan que ofrecer demasiada información perjudica la venta ya que si al posible comprador no le gusta algún dato o característica de la vivienda, entonces no llama y la venta se “pierde.” Muchas veces he escuchado a agentes inmobiliarios que el anuncio o la página web sirve para picar la curiosidad del posible comprador y que cuando este llama hay que “amarrarlo” para concertar una visita. Pienso que este método de trabajo ha quedado obsoleto y que se relaciona con la fama que tiene el sector inmobiliario de tener agentes inmobiliarios que presionan al posible comprador para “cerrar la venta.” Personalmente no creo en el poder mágico de un agente inmobiliario que con sus “técnicas de venta” sea capaz de venderle una vivienda a alguien que no le gusten las características, la zona o el precio.
Sin embargo si creo que ofrecer toda la información disponible de una vivienda (características, fotos, videos, planos, información de la zona, etc.) ayuda al comprador a tomar una decisión de una manera fácil y cómoda. Si todo lo que ha visto de la propiedad le ha gustado, entonces llamará a la inmobiliaria o la promotora para concertar una visita y corroborar que todo lo que ha leído y visto es real. Esto sirve para filtrar a muchos clientes que sin esta información a su alcance nos harían perder mucho tiempo en visitas que no llegan a nada.
Todo esto va encaminado en la única dirección de atender al cliente de manera profesional. No conozco a nadie que este interesado en comprar una vivienda y prefiera menos información para que esté obligado a perder el tiempo haciendo visitas para luego ver que esa propiedad no le interesa.
Estoy de acuerda de que hace algunos años ofrecer mucha información en escaparates, publicidad y gacetillas en los periódicos era prácticamente imposible por el espacio limitado y la caro que era. Pero hoy en día con internet y las páginas webs, el coste de ofrecer esta información es muy pero que muy bajo.
¿Ustedes que piensan?
Totalmente de acuerdo:
si en la web inmobiliaria se incluyen características como visitas virtuales, videos, informes del mercado, y consejos para la compra de vivienda, estaremos dando una calidad de información que el cliente valorará muy positivamente, porque demostraremos que somos expertos en la materia.
Es mucho mayor el tiempo que nos ahorramos dando explicaciones sobre una propiedad que a un cliente no le interesa, que el que dedicamos a poner la información detallada en la web, para que el usuario sólo llame si realmente le interesa esa propiedad.
En Villaburbuja.com pensamos lo mismo, por eso enseñamos a crear ofertas de venta de casa o piso creando un blog con toda la información posible de la misma.
Eso no quita que un objetivo muy importante es “llamar a la acción” al visitante de la oferta y hacer que se ponga en contacto con el propietario. Para hacer esto aconsejamos poner formularios de contacto además de que los datos de contacto como email y teléfono aparezcan muy claramente y por supuesto poner una frase del tipo “LLAME AHORA”.
Esto funciona incrementando el porcentaje de contacto de un 5% hasta un 20% , lo cual es mucho.
Por lo tanto todo es compatible, dar información y decirle al visitante que haga lo que nos gustaria que hiciese, es decir contactar si la propiedad le resulta interesante, claro!
Manuel Jiménez
http://www.villaburbuja.com
Aprendiendo a vender vivienda online
Manuel, muy interesante tu página, la verdad, no obstante creo que este tipo de aciones sería efectiva para casos de venta puntuales, o para freelances o particulares que quieran vender su casa, ya que , por ejemplo, siendo profesional inmobiliario, el seguir estas pautas de venta
se haría muy costoso, ya que introducir un Blog por propiedad dentro de un “globo” de 200 propiedades sería una idea descabellada, o cuanto menos muy, muy, costosa de realizar.
Sin embargo me parece muy buena idea y muy bien desarrollada la que ofreces, aunque como te digo,no creo que sea aplicable a un ámbito profesional, más ien a usuarios particulares, y muy buena solución para freelances del sector.
Saludos.;)
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