Melbourne, Australia (PRWEB) April 08, 2013
Whether a client wants a modest or luxury home for him and his partner or a bigger house to accommodate his growing family, he wants to make an informed decision. After all, investing in property is a major decision and should be entered into with ample preparation. There is no specific decision timetable during this period – the whole endeavour may take weeks or even months, culminating with the preparation for the financing for the construction of the house.
"It is during this time you need to get in front of your customer and ensure that you attract and engage with this new prospect during this decision-making process by ensuring you are in the right place at the right time with the right strategy of communication," We Shoot Buildings owner and primary photographer Grant Kennedy explains.
Kennedy points out that during this initial stage, prospective buyers want to take in as much information as they can so they can learn what options they have available to them.
One common mistake that builders make at this point is to advertise how great their services are talking all about themselves with no communication identifying challenges from the customer's point of view.
Another key mistake companies often do is to make follow-up sales calls to prospective clients when they are not yet ready to move to the next step in the buying process further alienating them. At this point, prospective clients will not be interested in a firm's portfolio of real estate photography. Melbourne residents planning to have a home built will be more keen on things that will help them make better choices.
"ME, ME information about yourself, such as providing great service or using the best products and so on, really actually need not be mentioned, especially when you're trying to make the most of paid advertising space. Great service is a prospect's expectation, not something that differentiates yourself from your competitors as every company actually has this exact same opinion of themselves," Kennedy adds.
The key in the early stages of the buying process, as he explains, is to "provide small, inexpensive and low-commitment products that offer quick wins with your prospects. Products they can buy, learn from and enjoy, without a commitment to spending money on your core offering." This can come in the form of online video, blog posts or a downloadable PDF report, printed handouts and booklets, DVDs, etc.
"It's important for you to remember that at this point, you're building trust with a wary stranger. This information essentially needs to be given freely and without any expectation or any condition to attract their interest," Kennedy concludes.
We Shoot Buildings has built a solid reputation in the building and construction industry by helping firms create marketing strategies, product and sales funnels and building their own stunning portfolio of architectural photography Melbourne-based clients find to be attractive. The company has photographed and helped market more than 3,000 homes and building projects over the last seven years with some of its work being showcased in magazines specialising in real estate and aerial photography. Melbourne builders looking to attract more clients can visit We Shoot Building's website to learn more about its services.