Ha ingatlanközvetítő lennél, hogyan szereznél új ügyfeleket?
, , ,
Mindig érnek meglepetések!
Végignéztem néhány vajdasági ingatlanközvetítő ügynökség honlapját, hogy lássam, ők hogyan csinálják. Az eredményt te is megláthatod, ha beírod a keresőbe pl. „nekretnine Subotica” – de gyenge idegzetűeknek „csak nagykorú felügyelete mellett” ajánlom. :-)
Egymás után sorakoznak az „Üdvözöljük honlapunkon” „Rólunk", "Eredményeink" és ehhez hasonló menűpontok. „Az Ön megbízható partnere”, „Tradíció, minőség, bizalom”... Néhol még műalkotásokat is kínálnak. Sehol sem kérték el az adataimat, és sehol sem kérdezték meg, hogy milyen ingatlan érdekel! Találkoztam kimondottan lassan betöltődő intróval is. Az ingatlan csak ritkán kereshető több paraméter szerint, pl. hely, nagyság, ár, kategória szerint, sőt van több olyan weboldal is, ahol egyáltalán nincs keresési lehetőség. Vannak szépen összeállított oldalak, egy részük két- vagy háromnyelvű.
Ha vásárolni szeretnék, nem túl sokra mennék ezekkel a honlapokkal. Valószínűleg hamar feladnám, és betérnék valamelyik (éppen utamba eső) ügynökséghez. A honlapok alapján ugyanis nemigen tudnék választani közülük.
Mai blogbejegyzésemben ezt a témát járom körbe. Ha érdekelnek a további részletek, katt a következő sorban a "(Dalje)" szóra.
Mit hiányolok?
- Olyan megközelítést, ami egyértelművé tenné számomra, hogy jó helyen járok. Az ügyféllel a honlapon keresztül is lehet előzékenyen viselkedni. Éreztessék velem, hogy fontos vagyok nekik. Tudnak nekem segíteni, és ezt meg is teszik.
- Könnyen kezelhető, sokféleképpen rendezhető adatbázist. Olyan adatkezelést, ami lehetővé teszi számomra, hogy mindent megtudjak azokról az ingatlanokról, amik érdekelnek. Olyan adatokat, amik megkönnyítik számomra a döntést.
- Jó tanácsokat külön az eladóknak és külön a vevőknek. "Hogyan készítsük fel ingatlanunkat az eladásra?" ,"22 leggyakrabban előforduló hiba ingatlanvásárláskor", "7 kötelező lépés a szerződéskötés előtt", "Vigyázz, nehogy átverjenek!", és hasonlók. Ezeket az anyagokat ingyenesen lehessen letölteni, megnézni.
- Az üzletkötés feltételeit. Mit kell tennem ahhoz, hogy az ügynökség árulni kezdje az ingatlanomat, ill. mire számíthatok, ha rajtuk keresztül vásárolok. Azt pl. sehol sem találtam meg, hogy a közvetítésért a vevő fizet vagy az eladó, és mennyit. (Lehetséges, hogy nincs is tarifa, hanem az „ahogy sikerül” szabványt alkalmazzák?!)
- A látottak után azt már alig merem említeni, hogy megkérdezhetnék tőlem, milyen ingatlan érdekel. Szerintem ez alapfunkciója lehetne az ingatlanügynökségek honlapjának. Erre lehet alapozni a további együttműködést.
Légy specialista!
Az ingatlanpiac hatalmas. Gondolj csak belek, hányan vannak, akik ingatlanokat vesznek és hányan azok, akik eladnak. Területileg teljességgel behatárolhatatlan, hiszen gyakori eset, hogy lakóhelytől távol, külföldön vásárolnak ingatlant. Ha leküzdöd a nyelvi akadályokat, tiéd lehet az egész világ ingatlanpiaca. De jó-e ez neked?
Ha most kezdenék ingatlanközvetítéssel foglalkozni, valószínű kicsiben kezdeném. Földrajzi értelemben biztosan. Megelégednék egy város ingatlanjaival, sőt, pl. Szabadka, Zenta, Újvidék, Zombor esetében azzal is, hogy egy-egy városrész ingatlanjait elsőre nálam keressék. Ezért a vállalkozásomnak olyan nevet keresnék, ami ezt a földrajzi pozíciót kifejezi. Pl. Centar, vagy Kertváros, Telep... Így: "Agenija za nekretnine `Telep` Ingalanközvetítő Ügynökség". Nem láttam olyan ügynökséget, amelyik csak falusi házakkal, vagy csak tanyákkal foglalkozna... A névválasztással tehát első látásra egyértelművé tenném, hogy elsősorban az adott városrész vagy település ingatlanforgalmával foglalkozom, és csak másodsorban a többivel. Ez a pozícionálás egyik formája. És ha már nagyon jó vagyok, a választott területet már kinőttem, akkor lehet újrapozícionálni és terjeszkedni.
Miért jó ez?
- A keresés szempontjából jobb pozíció. (A fenti példa szerint az „ingatlanok Telep" szavakra nagy valószínűséggel az első néhány találat között lennék.
- A célcsoportomat könnyebben elérhetem marketing-üzeneteimmel. Helyi újságokban, falragaszokon, szórólapokon, lépcsőházakban, liftekben, hirdetőtáblákon, DM-el költségkímélően és gyakran kommunikálhatok velük. Ha ezt összehasonlítjuk az országos vagy nemzetközi kampányok költségeivel... És eredményeivel... Ugye, számok nélkül is egyértelmű a különbség?
- Hatékonyabb kommunikáció. A célcsoportommal sokkal hatékonyabban tudok kommunikálni. Jobban ismerem igényeiket, szokásaikat tehát könnyebben megtalálom azt a nyelvezetet, amit a legjobban értenek.
- A szakosítás minden előnyét élvezhetem. Átlátható terület, a helyi viszonyok alapos ismerete, az előnyök kiemelése, fizikai közelség... Pl. ha meg kell mutatni egy ingatlant, nem mindegy, hogy a szomszéd városig, vagy a szomszéd utcáig kell autóznod az ügyféllel. Ha megkérdezik, hogy milyen irányú a szélmozgás, vagy hány méterre van a talajvíz..., tudod a választ.
Szerintem
egy terület első szakosított ügynökségének lenni jobb, mint egy nagy piac
ismeretlen játékosának.
Ha te
ingatlanközvetítő lennél, hogyan szereznél új ügyfeleket? Hagynád, hogy csak átfussanak a honlapodon és továbbáljanak? És most mit teszel az ügyfeleidért?
Mi a véleményed erről? Ha itt megteszed kommentedet, mások is tanulnak belőle.
Szép napot és bőséges bevételt kíván
Károly Vajdaságból.
Az boztos, hogy egy helyi ügynökségben sokkal jobban megbízok, mint mondjuk egy belgrádi, vagy újvidéki cégben. Csupán azért, mert feltételezem, hogy az itteniek jobban ismerik az itteni viszonyokat. Ha Szabadkán akarok házat venni, akkor szívesen kezdek egy szabadkai ügynökséggel, mint egy távolival. De ugyanez a helyzet akkor is, ha Zentán, vagy Kanizsán keresnék házat. Ezért azt hiszem, hogy amit Károly mondott a pozícionálásról, az tökéletes. akkor is, ha nem ingatlanügynökségem van.
Kösz, Károly. Jó ötleteket kapok tőled.
By Robi(ka) on 06/21,2008, at 10:41
Annyira egyszerű, hogy azt nem tudom, miért nem így csinálja mindenki???
By Ötletgazda on 06/21,2008, at 13:44
A Mit hiányolok? alcím 5. pontjával kapcsolatban egy érdekes kérdést kaptam. Úgy gondolom, hogy ennek a részletes kifejtése több olvasót érdekelhet, ezért a választ itt, a blogon is közzéteszem. Arról lesz szó, hogy hogyan lehet jól hasznosítani az ügyféllistánkat, hogyan érjük el azt, hogy minden ügyfelünk a számára fontos részletekről kapjon folyamatos tájékoztatást. Ez a rész, noha az ingatlanközvetítőkról szól, mégis egy-az-egyben alkalmazható más vállalkozásoknál is.
Hamarosan itt a folytatás!
Addig pedig
Szép napot és bőséges bevételt kíván
Károly Vajdaságból
By Károly on 06/24,2008, at 10:27
Várom a következő bejegyzést is. Ha jól értem, akkor az a címlistákról és az e-mailekről fog szólni. Ez a téma már egy ideje nagyon foglalkoztat, de még nem fogtam hozzá. Remélem most is kapok majd egy két jó ötletet.
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