Marketing
Improve Your Marketing Skills Workshop
MARKETING Goal: To learn the reasons behind why residents choose your
community.
Every resident has two reasons for living at your community. Obviously, the
first is because they need a place to live! The second is more abstract and
could be one of the following:
- Financial -- you are the best price, the most they can afford, etc.
- Location -- you have the best location they can afford.
- Personal enjoyment/services -- to make their lives better and more
convenient.
- Prestige -- to be living in a high status community.
- Security -- they feel safer in an apartment community.
- The next time a prospect walks into your office, try to determine which
of the five reasons listed above apply. Tailor your sales presentation to
meet these needs.
- Make a list of why your community fits into the categories above. Armed
with this information, you can easily rattle off reasons that match your
prospect's interest.
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