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Selling is dead – serving is alive


NEW YORK – Jan. 31, 2014 – Consumers have changed, and old-school sales techniques no longer work for most buyers and sellers.

Today’s consumers have short attention spans and do not want to be “sold.” Rather, they want valuable information in a quick and precise manner from their property professional, and agents who provide that type of information reap the benefits.

To prevent prospects from unsubscribing from newsletters, for example, agents should keep those communications short and to the point. Rather than present all the information, provide a synopsis and a link where interested readers can go if they want more details.

Ultimately, agents should shift their focus from selling to serving. They can do that by considering how their communication is helping a consumer, the type of information they provide them, how often they talk to them, and what tools they could use to improve their message.

Source: Inman News (01/30/14) Harrelson, Greg

© Copyright 2014 INFORMATION, INC. Bethesda, MD (301) 215-4688

Related Topics: Marketing