Prospeccao Clientes

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“ É melhor saber fazer muito bem poucas coisas, do que fazer mal muitas” (AD). Esta afirmação pode não ser muito agradável para nossa realidade, onde os vendedores, corretores, são responsáveis por várias tarefas no processo de prospecção de clientes e venda.

Hoje, a rotina de um corretor ou vendedor é prospectar por telefone, e-mail, visitas externas, em eventos, atendimentos, além disso, fazer trabalho burocrático, o pós-venda, relatórios, reuniões, enfim, a lista é grande.

Todas estas tarefas impedem que ele se concentre naquilo que realmente é necessário e para o que foi contratado: vender.

# Corretor não gosta de prospectar

Para quem possui talento em atendimento, vendas e persuasão a tarefa de “ir atrás” dos clientes é maçante e desagradável, pois não é sua principal habilidade. Dessa forma, você terá alguém fazendo um trabalho medíocre com resultados medíocres, em vez de utilizá-lo em vendas, onde seu desempenho e resultados serão muito melhores.

# Corretor que não vende

É muito comum nas empresas os corretores/vendedores passarem a maior parte do tempo fazendo outras atividades e não concentrados em vender. Avalie em sua empresa qual o tempo real que seus corretores ou vendedores passam vendendo efetivamente, aposto que vai se surpreender.

# Baixo resultado = pouca motivação

No ambiente comercial/vendas a motivação dos envolvidos é fundamental para o atingimento de metas . Muitas vezes, a prospecção desgastante e com baixo resultado é um fator de grande influência na queda da motivação da equipe, mais um motivo para ter alguém específico para este trabalho, que é tão importante quanto vender.

# O que fazer então?

A solução é estruturar uma equipe, uma pessoa ou empresa habilitada exclusivamente em prospecção e que seja capaz de gerar potenciais clientes todos os meses para sua imobiliária.

# Estratégia

Implementar uma estratégia efetiva e contínua de captação de clientes para que seus corretores possam fazer aquilo que mais sabem e gostam, que é vender, certamente, sua empresa apresentará melhores resultados.

Conclusão:

Defina e separe bem as funções de prospecção e venda. Tenha pessoas concentradas e bem treinadas em cada uma delas. Tenha resultados melhores com isso e boas vendas!

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