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Find The “Cup Holders” and Find More Sales
Find The “Cup Holders” and Find More Sales
You probably know someone who has recently purchased a new vehicle, its all about the touch screen features, navigation, adjustable cup holders and maybe the average miles per gallon. No one has to tell you it has a motor, four wheels, or even a transmission.
If you apply this descriptive process to our apartments; how often are we focusing on the cup holders?
Are you selling the extra shelf in the refrigerator, the energy star appliances or the hundred lineal feet closet storage? Or are you giving them the “four wheels” – Here is the kitchen, There is the closet…
Finding the “cup holders” will make you stand out from your competition.
How many shelves are in your cabinets? How many racks in the oven? Calculate the cubic feet of storage space in the cabinets, linen closet or pantry.
Know the potential savings from the Energy Star appliances. (Energy Star)
Focusing on the cup holders for yours sales presentation creates an individualized memory for your prospect. They will leave your property remembering the special details you have described: 1200 lineal feet of closet storage, not another vanilla square with four walls and kitchen appliances.
Fina a cup holder! You’ll be surprised how many you’ll find once you start looking!
Comments 2
Lori,
I love this concept because it's brilliantly descriptive of what we need to do! You expressed it simply and made it so relevant.
It's funny you say this because I've had several conversations with people about cup holders! I don't know if it's still the case today, but many Japanese cars didn't seem to have big enough cup holders for our Big Gulps and other monster drinks, so they became a constant annoyance for my Big Gulp-loving friends.
And I think it's important that people understand the second effect of selling the "cup holders" of the community - that it affects the prospect's view for the next community. For example, they may have never noticed the following community didn't have a bathroom closet for towels, etc if the leasing consultant hadn't pointed out to them how handy it was in their community. So knowing the little features that the comps lack can also play into what to focus on!