Putting vendor proposals together isn’t exactly the most exciting part of the job – but there’s a lot riding on it. They’re usually the very first interaction you have with a potential client, so making a great first impression can be time-consuming and stressful.
Well, it doesn’t have to be like that. Building proposals can be quick, painless and profitable if you follow a few simple steps. In case you missed our last post on creating the perfect proposal, you can have a read here.
But for now, let’s have a look at what to do – and what not to do – when putting together that all-important introductory presentation.
Your proposal should really speak to the person reading it. Different vendors have different motivations for selling, so if you can show them that you understand their personal requirements and are well placed to help them achieve their goals, then you have a much better chance of getting a call back. A presentation tailored to a potential client’s needs is certain to resonate more with them and shine a better light on you as an agent.
Data and sales figures – when used sparingly – are a great way to quickly illustrate exactly why you’re the best agent for the job. But endless graphs and statistics will quickly lose their significance if they’re not somehow relevant to the property in question. Comparative sales, previous local results or emerging neighbourhood trends can all add weight to your proposal.
In a lot of ways, sending the proposal is the easy part. Following up with the client is where the real work starts. And this is where digital proposals come into their own. A platform like Engage allows you to not only send documents online, but also track important metrics like when the proposal was opened – which essentially gives you the go-ahead to continue the conversation.
Speaking of digital proposal tools… we’ve touched on how effective they are in gathering important insights, but they also make the proposal building process more efficient and more personalised for your clients. They allow you to customise layouts, themes and content with just a few clicks; you can create and send them on the go; and the technology is easily integrated with other key software like CRMs.
This might sound obvious, but it’s definitely worth keeping in mind. Yes, you want to let the prospect know that you’re absolutely the right agent to sell their home, but it pays to be down to earth and humble. Also, it won’t take long at all for them to find out if you’ve exaggerated your capabilities, experience or achievements. Be honest and play to your strengths.
In short, keep it simple. It can be tempting to try and impress a potential client with lists of sales results or case studies, but in the end, choosing an agent is often an emotional decision as well as a rational one. Your market knowledge and achievements will earn you trust, but how you present yourself could ultimately win you the listing. If you’re personable, professional and – above all – to the point, you’ll be on the way to winning more listings.
That’s it! Making proposals doesn’t have to be a hard graft, especially with so many powerful purpose-built digital tools on offer. Keep these tips in mind for your next presentation, and if you’d like to find out more about our very own digital proposal tool, Engage, you can read about it here.