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Signs
of Distrust
In Person
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Whenever
any of us come face-to-face with a salesperson certain
defenses kick in.
If you are experienced, you have learned to
recognize many of the defensive signals that prospects
exhibit in person and you are probably pretty good at
allaying their fears.
However, most people have not had so much
experience in recognizing distrust signals online and do
not have a good plan for overcoming prospects’ natural
defense mechanisms.
YOU
HAVE EXPERIENCED THIS
As
a person who has bought a house or a car or a cruise to
Alaska, you have your own set of defenses that work for
you when you come face-to-face with a salesperson.
As a real estate sales person you have also watched
the defense mechanisms of prospects who want to buy a
house or list their existing house and they want your help
but they are wary nonetheless. Let’s look at some of the
typical defensive mechanisms you have encountered and
experienced.
WHAT
TO LOOK FOR
Until
the proverbial ice has been broken, prospects won’t tell
the truth about how much money they are willing to spend
to buy a house and they won’t tell you their real bottom
line when listing their house for sale.
Physical signs to look for include dry mouth,
sweaty hands, nervous movements and the prospect’s
inability to look you in the eye.
In addition, watch for prospects who stumble on
their words or use a lot of “uhs” or “ums.”
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In the
real world you can see or hear the prospective
customer and this helps you to recognize defensive
behavior so that you can take steps to allay the
fears that cause the behavior.
But what about on the Internet?
If you are not getting the results you want
from your Website you may benefit from a Free Custom
Web Plan that will provide you with real strategies
you can use to instill trust.
Visit http://www.sellrealestate.net/FreeWebPlan.asp
to request your Free Custom Web Plan.
ONLINE
DEFENSIVE SIGNALS
Does
your Website get a number of visits but no or very
few actual contacts?
Do you receive requests for information from
prospects visiting your Website but find that these
people never respond to your efforts to provide the
information they requested?
Do people request information from you but
include a phony Email and/or phone number?
These are typical defensive strategies that
online shoppers use that indicate a level of
distrust.
DO
NOT CLICK HERE!
Surveys
now show that most online shoppers do NOT use the
sponsored sites because they perceive those sites as
ads whereas they perceive the Websites in the Free
section as more informative and helpful.
Would you click on a Website if you knew it
was an ad? So
what does this tell us?
It tells us that people have a high level of
distrust for Websites that use pay per click.
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Trust
Building
Strategies |
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Since
we know that some Websites are effective in
generating good leads and in producing revenue it
is obvious that a certain amount of trust can be
built into a Website…at least enough trust so
that a qualified lead will feel safe contacting
you.
POSITION
– Since we know that it is much more likely that
a prospect will click on your Website if you are
on page one of the search engines in the Free
search section, then that is where your Website
should be. If
you agree and want to know how to make this
happen, call me toll free or request a Custom Web
Plan at http://www.sellrealestate.net/FreeWebPlan.asp.
My toll free number is 888-814-5347.
VALUE
– When a prospect visits your Website you have
just a few seconds to hit the right chord.
They are looking for helpful, useful
information about real estate in your area.
They do not want an ad.
They do not want a sales pitch.
They will not sit there and methodically
visit each of your links to find something useful.
HOW
MUCH YOU TRUST THEM – Some Websites are
created by people with a chip on their shoulder.
These Web owners want to make sure that
nobody visiting their Website takes advantage of
them. Signs
of this distrust include:
Sign here before seeing listings on the
site. Sign
here before getting into this section on my
Website. If
both Web owner and Web visitor distrust each
other, nothing is going to happen.
FOLLOW
UP
Nothing
builds trust better than establishing an honest
Email follow up system because trust takes time.
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