Don’t Over Promise

I have lost many sales in my career to competitors that said they could do everything and do it cheaper.  Then after a year, two or three the prospect calls me back up and tells me how unhappy they are.  They also say they are afraid of choosing a new manager.  They are afraid of making a bad choice again and having to suffer with poor management and then start the process of interviewing, selecting and transitioning to a new manager all over again.

I’m a big believer in letting prospects know what you can do and what you can’t do.  Don’t yes people just to make a sale.  Honesty is the best sales technique. Many times an honest no we won’t be there every day or no not every thing you want done is included in a flat monthly fee because it costs more – will win you respect because the prospect knows you have to run a business as well.

The prospects that don’t understand this and just want the lowest price – you don’t want as a client anyway.  Chances are you’ll talk to them in the future if you run a good business.

Be real, be open and be honest with prospects and they will pick up on it.

Remember the old saying – under promise and over deliver.  That’s the first step in having  happy clients who then refer new opportunities to you.

Published on May 8, 2015 in Property Management

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