How to Approach Realtors
Marketing to realtors can prove fruitful in your Scentsy business. However if not approached properly your efforts will not produce any favorable results.
This is a frequently asked question when it comes to this particular niche. Another FAQ is What kind of letter do you send? I’ll answer the second question first – as this is a quick and easy answer: I don’t send letters to realtors. Working with realtors requires building rapports. Firing off a cold call letter will only cost you time and postage and will mostly likely end up in the trash.
It’s all about building relationships.
If you’re going to try to convince other sales professionals – the realtors, that they can trust their closing gifts to you and scents to make their open houses warm and welcoming, you’re going to need to take some time building that trust.
The ideal situation in working with realtors is to start with a realtor you know. If you don’t know any then ask friends or associates for referrals. Almost everyone knows at least one realtor or knows someone who does. Remember that you are not trying to sell a product. You’re offering a service and you’re solving a problem.
Don’t tell the realtor what you have to offer. Ask the realtor what they need. Ask what their budget is. Imagine if you offered a $75 gift basket for each closing/settlement and their budget was $25. You would have lost the sale before you even had a chance. Be prepared to have various solutions in different price ranges. Have samples made up to show. Presentation is everything. Take time to make your gift basket something the realtor can be proud of.
If you’re going to offer client closing gifts you should plan to have on-hand inventory. A realtor will want to call you when they need a gift and they certainly don’t want to hear that it’s going to take 2-3 weeks to order. Stick with something neutral. Each new home owner will have his/her personal tastes so if you stick with something cream colored you can never go wrong or be concerned with clashing colors.
If you’re still thinking that you don’t know any realtors, and you don’t have the funds to have any inventory and you’re not convinced you can beautifully package the gift baskets the perhaps you may want to consider another niche.
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About the Author: Laurie Ayers is a Michigan work from home mom and a Superstar Director with Scentsy Wickless Candles. She enjoys helping men and women start and maintain a home based business in the US, Canada, Mexico, Australia, New Zealand, Puerto Rico, Germany, Ireland, UK, France, Austria and Spain. To download a FREE Start Up Guide which provides more details about how to start a home business as well as to learn about our compensation plan go to www.thrivingcandlebusiness.com/how-to-start-a-candle-business/