ANYONE who has bought or sold a property recently will probably be struck by the range of marketing styles shown by property consultants.<\/p>\n
\u201cThe two main modes of conducting sales encounters are often distinguished as opposites by the labels \u2018push\u2019 and \u2018pull\u2019,\u201d Bellarine Property managing director Christian Bartley said.<\/p>\n
\u201cConsumers and consultants alike prefer the \u2018pull\u2019 focus on trust, empathy and service.<\/p>\n
\u201c\u2018Push\u2019 techniques create distrust, alienation and increase client (and consultant) stress.\u201d<\/p>\n
According to Mr Bartley, the difference is instantly recognisable because \u201cpull\u201d creates satisfied clients while \u201cpush\u201d creates hostility.<\/p>\n
\u201cBecause \u2018push\u2019 is not intrinsically enjoyable, consultants need to fall back on hype or artificially induced enthusiasm.<\/p>\n
\u201cThe resulting atmosphere of distrust and uncertainty frequently leads to communication breakdown.<\/p>\n
\u201cIt is very hard to negotiate with someone in this kind of atmosphere. \u2018Pull\u2019, on the other hand, attracts people who are genuinely enthusiastic about their job and prepared to go the extra mile to meet client needs.<\/p>\n
\u201cConsultants get more positive feedback and results and develop good long-term relationships with vendors and purchasers.<\/p>\n
\u201cClients are not harassed into meeting consultants\u2019 needs for targets; rather consultants attract clients and sales by their level of expertise and service.\u201d<\/p>\n
Mr Bartley said that true \u2018pull\u2019 professionals have the conviction that they are adding measurable value to the selling\/buying process.<\/p>\n
\u201cThey don\u2019t bluff and bluster their way through the sales encounter.<\/p>\n
\u201cTheir product knowledge and expertise win every time. They can demonstrate a wide range of genuine purchasers on their books because they follow them up with service and information about new listings.<\/p>\n
\u201cThey have good quality listings because satisfied clients recommend them to their family and friends. This in turn attracts even more purchasers and so on.\u201d<\/p>\n
Mr Bartley said that at Bellarine Property, consultants constantly get client references that demonstrate how much their integrity and expertise is valued.<\/p>\n
He said the following quote from a vendor sums up the success of \u2018pull\u2019 marketing.<\/p>\n
\u201cI saw a number of real estate agents before going to Bellarine Property,\u201d the vendor said. \u201cNone of them was as realistic or as forthright. I say with all honesty and sincerity that Bellarine Property has restored my faith in real estate agents.\u201d<\/p>\n
For more information contact Christian Bartley on 0410 695 325, christian@bellarineproperty.com.au or visit bellarineproperty.com.au.<\/p>\n","protected":false},"excerpt":{"rendered":"
ANYONE who has bought or sold a property recently will probably be struck by the range of marketing styles shown by property consultants. \u201cThe two main modes of conducting sales encounters are often distinguished as opposites by the labels \u2018push\u2019 and \u2018pull\u2019,\u201d Bellarine Property managing director Christian Bartley said. \u201cConsumers and consultants alike prefer the […]<\/p>\n