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Tessa's Take: How To Sell More Without Spending on Marketing

Tessa Stuart


All my clients are feeling squeezed at the moment. Sales are harder to make. Costs are rising and margins declining. Marketing spend is under pressure. Staff are the biggest cost of all, so clients are making staff redundant.  

How can you market without increasing marketing spend?

How do you use fewer staff to deliver an even better service?

I've been working with a prestigious estate agency group recently.

Their issue is how to stand out, to deliver the premium service expected.

I have researched and heard from their clients what are the thoughtful, the considerate, the human gestures that actually make the estate agency experience memorable. They don't take very much time, or cost much money.

But they do take thought.

And a bit of empathy, seeing it from the client's eyes, understanding how it feels for them to not know whether they will get the house they want or not. Whether they will successfully  sell their biggest financial asset. Or not.

The financial rewards for my client of getting these gestures right are huge. Their buyers and sellers rave about their agency service to their friends. And use the agency again, to sell and to buy. That's precious, valuable FREE marketing, that my client doesn't fund.

Have you thought about your service to clients recently?

Can you delight them in ways they don't anticipate?

Can you reassure them it's going to be more than OK? (We're all less confident than we were in this current climate.)

Can you meet their emotional needs, as well as their practical ones?