I just got back from a cruise to the Bahamas. I'm very tan.
Even though I was sternly warned that I would not work on vacation, I couldn't help but notice all sorts of analogies between my cruising experience and the wonderful world of real estate sales. Ahhh, the curse of the obsessive blogger. You know what I mean.
Anyway, now that I'm back, I'll share some of ‘em with you.
A few weeks ago, I was following a conversation on another real estate forum about call-capture. Whether or not to do it. Whether or not it annoys people who get a call out of nowhere from a stranger. Whether or not it matters if you annoy people. As I recall, the consensus was that it does not matter if people are annoyed by an unsolicited phone call; if the strategy works every once in awhile, it's worth the annoyance imposed.
Frankly, that seems to be the mantra of the Old School traditional real estate model.
Anyway, back to my vacation (yeah, it's all about me).
As we got on the cruise ship after a 7-hour drive, we were bombarded with lights, music and activity. Selling activity. We were offered a Welcome Bahama Mama (for $8.95+tip). A few steps away was a booth selling soda packages ($29.00 for all the soda you can drink PLUS a free insulated cup!). To the side was a guy hawking on-shore excursions. To the other side was a cute little thing promoting an on-board detoxification experience in the spa.
Being the introvert that I am, I just wanted to escape to my room and have a moment of silence. The joy I felt at finally being On Vacation was a little dampened by all the attention focused on getting into my pocketbook.
But was the approach working? Oh, yeah, there were people lined up at every booth, brand-spanking new SeaPass card in hand, ready to start spending their dollars within minutes of boarding.
A few days later, I found myself disembarking into Nassau. If you've ever been to Nassau (or any island, probably), you know what happened next. We were accosted by local dudes offering buggy rides, scooters, taxis, hair-braiding (okay, those were women), snorkel trips... along with plenty of offers for less-legal products.
None of which we bought, by the way. But that didn't stop them - we spent the day fending off sales pitches, requests for tips from people we'd never seen before and pushing away "free" bracelets and trinkets.
Now, do these people really think anyone appreciates their approach? That their visitors enjoy the experience of being incessantly accosted on their vacation? I can't imagine they do, but, it's worth it because it results in sales.
Does the end justify the means in marketing? If you believe it does, how do you rationalize that it's okay to do unto others that would annoy the hell out of you if done unto you?
You have been bathing in Eau de Seth Godin.
"Ingredients:
Permission Marketing. "
"Totally Intrusion Marketing Free!"
One of my favorites!
In order to sell one has to ask for the order therefore some will get anmoyed it's just the way it is.
You do look very tan, Jennifer! I've been on two cruises, and had the same non-relaxing experience coming aboard the first one, a Celebrity ship.
Annoying people? My biggest fear as an introvert. I don't even require people to register on my website to search MLS listings.
Welcome back!
Robin
Hi Jennifer. You are looking good!
Yes the islands are tough that way. Try Jamaica...
Welcome back.
Ken
If it did not work we would not be doing it. It is not any different from advertisers getting in your face on the TV only thing different is that we do it in person. So in the end is it worth it? You bet it is.
I think the majority of people do get annoyed. I prefer to cater to those that appreciate the fact that I'm not in their face all the time. They tend to be the more cautious buyers, but they also are the most loyal and their referrals carry a lot of weight. I want to go on a cruise!
Reading the comments again, there are those that believe the only way to sell is the hard sell.
Obviously you and I (and others) don't feel that way. Different strokes for different folks...
Did you win any money???
Ken
Jennifer:
I have experienced those vendors in the Bahamas. (Can you imagine actually letting them braid your hair?) It is a similar experience when you visit Mexico, and those are often children trying to sell you things.
You have drawn an interesting analogy here. We can't expect a good result from the public if we are "pestering" them. I recently had this conversation with a lady who goes cold-calling - physically - door-too-door. Personally, I hate it when sales people come to my door unannounced. Unless it's the neighborhood children selling something for their school, they are not going to get very far with me. I also think cold-calling on the phone can produce similar results, but some people still do it. Basically, if it is something that I would find annoying, I am not going to use that approach.
Welcome Back! Great Analogy! I would no more buy something from someone hounding me as I stepped foot on their home than I would let someone hound me in my own.
Ah, this brings back memories of our cruise to Cozumel and Costa Maya a couple of years ago. So fun in spite of the aggressive sales pitches! I hope you had a great time......your picture is very cute.
Hi Jennifer,
Great analogy on sales techniques. It just proves that their persistence pays off because for some it's all about the deal! As agents we have to make a decision on who we want to work with and what type of marketing appeals to them. I see some agents who never have repeat business because they never do a "great" job or follow up with their client thereforethey constantly have to "hard sell" to get new clients. Exceeding expectations for your clients and focusing on "their" needs and not your own will get you all the business you can handle and you will not need to engage aany "hard sell" techniques!
Hi Jennifer ~ I like your analagy and it gave me some food for thought. I have a hard time understanding why I still get calls from pesky tele-marketing guys, because based on my own reaction I think they're a total waste of time. I guess ultimately though these tactics do still work - just not with me!
Personally, I prefer to treat others as I would like to be treated. The idea of annoying 9 people before finding 1 who responds positively doesn't sit well with me at all.
I guess it really is a case of different folks, different strokes!
I hate it when people do that to me, so it's my business practice not to do that to others. Maybe I'm losing a sale or two that way, but I doubt it. It's just not in me to push like that, so even if I tried it, I probably wouldn't do it well and it wouldn't help sales anyway.
I want people to be glad when I call, not annoyed. My clients usually appreciate that I didn't pester them to death to get them on board.
Hmmm. we need a Cruising with Soul ship! :)
Jennifer - I feel the same way as Claudette. I can't stand sales peoples coming to my door with the only exception being the neighborhood kids (I always buy from them - no matter what they're selling).
I'm not a hard seller either and don't engage in the hard sell with prospects. Most of the referrals who call me have probably already been told that by the person who referred them and the other prospects figure it out pretty quickly.
I like to think I'm a "golden rule" kind of gal. If I wouldn't want it done to me, then chances are I'm probably not going to do it to someone else. Would I have a lot more business if I had a different kind of approach? Maybe. Personally, I'm ok with serving the ones who come to me because they didn't like the last person they spoke with because they were too pushy or obnoxious.
Donne & Claudette - I don't even buy from neighborhood kids. When I was a kid I had to sell Girl Scout cookies and HATED IT. My mom ended up buying all my cookies so that I wouldn't have to pester people at home. She taught me well....
Sheree - CRUISING with SOUL. Oh, yeah! Just being fresh back from a cruise, I could easily come up with a business plan. How fun!
Denise - I always hear how these tactics I'd never use work... but I'm still skeptical. I once hired a company to spam (sorry) 600,000 real estate agents to sell one of my products and you know how many I sold???? Just Guess.... ZERO. Out of 600,000...
Dorie - DEAD ON. Some real estate agents thrive on the chase and are perfectly content if they don't get referred business cause they're happy to back out and hunt some more. I totally suck at the chase, so I have to get my business the new-fashioned way.
Ann - Hey, I did that trip a few years ago, too!
Sarah - Me, too. I just can't figure out WHO buys from pushy obnoxious people?
Mike - Absolutely. But maybe Seth's been bathing in eau de JA...
Robin - Me, too, sista!
I Net - different strokes... I just cain't bring myself to do it... but I do okay!
Lina - yeah! let's talk about way more important things like where do you wanna go?
Ken - I sat down at a blackjack table, plunked down $50 and lost every penny in 15 minutes. I'm usually much luckier than that... BAH!
"Mike - Absolutely. But maybe Seth's been bathing in eau de JA..."
I thought of that too!
:D
Hi Jennifer. Looks like you had a good time on your cruise. Lee and I, like Donna, follow the "golden rule". We wouldn't want to be approached like that and wouldn't do it to someone else. It certainly works for some people, but that's not our personalities or style.
Jennifer - Heaven knows hubby and I don't need anymore of all the cookies and candy that the neighborhood kids peddle from time to time for various functions and events. But I'm just such a sucker for a cute little face that says "PLEASE".
Hubby and I don't have kids and when we moved here, we were concerned by all the kids on our block but we've actually been very lucky because they are all truly great kids. However, I still have a couple of boxes of girl scout cookies in the freezer.
Cruises are fun ..and yes being accosted at every turn is annoying
Sad, sad. I don't believe I'll be taking any cruises.
Hi, Jennifer. Leave it to you to come up with this right-on-target analogy and write another excellent post!
I used to be annoyed if a salesperson came right up to me in a shop when I just wanted to browse; now I'm annoyed because I can't find a salesperson when I need one...LOL.
Hello Jennifer, I went to one of Joe S's workshops a couple of years ago and the approach made sense to set the "audio tours" up (Seller's love 'em) but only converse with the caller if they dial through or leave you a message to call back. Thus, we use the system to help both Sellers and Buyers but, not to pester buyers that haven't given permission to call. Thanks! John
I have a call capture and many people opt to connect to me live for more information. I have never found anyone offended that I called them. The usually have a lot of questions, but did not want to bother me because they did not know if the home was for them.
Like you, I am an introvert and I do worry whether my marketing is annoying to the consumer, which is why I haven't jumped on the call capture band wagon. I always figure if they want more information they would give me some indication of that.
HI Jennifer. I totally get what you are saying. That is why I just work through referrals or calls from yard signs. I personally do not appreciate in the least being bothered by someone I don't know trying to push a product or service I don't need at a time I don't want to be bothered.
You go into a mall and the best eating place is in that mall. But there are no signs or pointers to this place so you miss it. Now would a sign be offensive ? Not really. so your marketing is like that sign. And in the end folks will be gald they met you
Hi Jennifer,
Welcome back from vacation and love the tan.
Wow do not like the sound of being pounced on as I walk up the gang plank all Grace Kelly like!!!! Anyway, thank you for the warning.
The hawkers on the other hand I have experienced and like most people hate to be bothered and do not appreciate the experience. But I realize that this is how they make a living so I have to be Grace again put on my dark glasses, keep walking and smiling and saying no thank you :)
EXACTLY why I hate cruises! one big moving tourist trap! I hate being accosted by sales people, I AM ON VACATION: LEAVE ME ALONE!!!.
One of the reasons I dont like Mexico AT all.
And the call capture, YUCK. Reminds me of Glen Gary Glen Ross, or Boiler room. Sell Sell Sell... or YOUR FIRED! Not what professional real estate sales is all about (IMHO)
Jennifer,
Your experience reminded me of my one trip out of the United States in 1992 when my family went to Fort Bliss in El Paso to welcome my brother back from a tour in Saudi during Desert Storm 1. We walked across the border into Nuevo Laredo, Mexico and were accosted by children selling gum. You didn't dare buy from one, because that would just encourage the others.
Hi Jennifer! I believe in unbundling services and paying only for the things you need or want, but would never consider treating people in a way that I wouldn't appreciate.
LOL...well, did you take a good look at the folks in those lines? Yeah, that guy over here with sandals AND socks on? If they respond to that kind of push, then they deserve each other. As for me, I'll take the clients over THERE, who are not making eye contact, preferring a more sublime shopping experience. We will get along just fine. ;-)
You are good, you are very good. Glad to know you survived the vendor shows!
The end can justify the means, but the means you choose can define you. I would rather have the same end with different means, and that is also achievable.
It is annoying. We had 4 sales calls tonight and hung up every time. It's realllllly annoying!