http://rcm.amazon.com/e/cm?t=debhalsey&o=1&p=8&l=bpl&asins=0061138851&fc1=000000&IS2=1<1=_blank&m=amazon&lc1=0000FF&bc1=000000&bg1=FFFFFF&f=ifrWhat works for success in sales in 2010?
- Tenacity? “If at first you don’t succeed, try and try again.”
- The “in your face approach”? – “The sqeaky wheel gets the oil”
- The aloof approach? “You need me more than I need you.”
- Creating a sense of Urgency “For a limited time only”
When I was selling high end fashion apparel, we would never beg for the order. You had to resist over-selling, when presenting and you never made it seem as though you were desperate for their business. When you wanted their order, you could ask for it, but it was always with the reason that the collection was “closing” therefore if the order was not received by the cut off date, the retailer could not be guaranteed on time or complete deliveries. With some designer companies, if their orders came past due to the deadline, their orders were not accepted at all. This is absolutely true – when I was at Armani, I had to be the bearer of such news to one of my accounts.
Whether it’s real or created, URGENCY, fuels sales.
The fashion industry was quick to pick up on another concept – pop up stores – leasing temporary spaces for a month or two. This creates urgency. They also adopted/created temporary internet sales – and they are hugely successful. The proof us how many there are: http://www.hautelook.com/, http://www.gilt.com/, http://www.ruelala.com/. to name a few. These companies feature products whereby the internet shopper only has a short time to take advantage of the sale sometimes only hours, and it is first come first served – and they proudly display the items that have “SOLD OUT”
Now, that’s what I’m talking about!
For real estate, it could work like this….
– Listing agreement for one month only
– Advertise the property 4 consecutive weeks – illustrating the limited market time/dates
– Hold 4 consecutive Public Open Houses
– Hold 4 consecutive Realtor Open Houses
First qualified offer wins
That’s it, Basta, Finis, Finale, It’s Gone, Bye Bye!
What do we have to lose? Days on market?