As a virtual tour company owner, you might face several challenges in promoting your product to potential clients. You may have limited funds for marketing and advertising, or you may feel overwhelmed by the demands of being both owner and employee. Some struggle with the lack of knowledge and experience they have for effectively selling and marketing their product. Too often, individuals “open up shop” and expect, like, in the movie Field of Dreams “if you build it, they will come.”
While there is some validity to this approach with an in-demand product or service, the bottom line is that if you want to be successful in selling your virtual tours you must let people know who you are and what you can do.
This does not mean that you adopt a persona that doesn’t suit you, or that you try all the marketing and sales techniques you can find. Potential clients can sense when you are desperate and this may be a pitfall to your success. While research does pay off and it never hurts to check out every book in the library on sales and marketing, I’d like to suggest a more simple approach. In order to sell your virtual tour service – you must first sell yourself! These are my simple tips for being an effective virtual tour provider:
Give Your Clients Clarity.
This refers to spending time to create a clear, compelling, memorable message. It means being very clear about the benefits of your virtual tour service and finding a way to “speak the language” of your potential customers. Do not resort to phrases like, “I shoot virtual tours.” or “I market your listing.” Is there anything particularly compelling or memorable about those statements? Instead, how about these: “I help my clients market their listings through interactive media creating a 24/7 open house available to the World Wide Web.” Or “My clients are able to reach out to more individuals on the web by using my services. A compelling use of virtual tour technology will keep visitors on your site, and will also keep them coming back.” Or “On a typical day, more than six million people take virtual tours in cyberspace and 80% of internet users say images are imperative when deciding to buy or use a company’s product or service.” Do you see how each of the latter statements provides more clarity and gives the potential customer more information about benefits?
Show That You Care.
Sales and marketing is most effective (and easiest) when you have a passion for what you do and absolutely know that it’s effective. You really want people to experience your virtual tour service, because you care about their satisfaction. Show your passion by starting a blog on your website. Always, have a bit of excitement in your voice when you’re talking to clients. Excitement makes people curious to learn more and passion leads to many sales!
Actions Are Louder Than Words.
What you say, and what you do, must match. This creates credibility – being who you say you are. If you forget to follow through on the smallest statement, your client will remember and that will stick in their mind the next time they consider your services. If you are consistent between what you say, and what you do, people will be naturally attracted to you and your service.
Be Competent!
The best marketing in the world will not save a professional who is not competent and skilled at their trade. Although you are probably extraordinarily competent already, make sure to maintain this “edge” by continuous learning through more education, training or whatever you need to continue to be extremely skilled. Take an online course in photography and if you work with a lot of real estate agents make sure to stay on top of the market in your area. Those who are very skilled command higher fees and find it easier to attract and retain high quality clients. Also make sure you keep on top of new technology developments at RTV so that you are always offering your clients all the services at your disposal.
Morgan Makowski
Real Tour Vision
