It always amazes me the mentality of most business people nowadays. The "If I'm not gettin' paid, then I'm not doing it" attitude is an express train to Failureville.
When I first got started doing virtual tours in Sarasota and Tampa area of Florida with Real Tour Vision, I naturally introduced myself to the local Realtors (r) with a discounted, introductory rate. But as I raised my rates to where I felt they should be, my phone stopped ringing. I wasn't about to get into a price war with the other local photographers who were so clearly offering an inferior product. So, I've been concentrating my focus on the homeowners themselves.
Whenever I get a "pricing" call, it's easy to hear in the prospect's voice the uninterested tone as soon as I mention my rates for 6 panoramas plus stills. You can bet even money that they've already heard a lesser price from another photographer and the prospect figures that all tours are the same.
BUT...NOT ALL VIRTUAL TOURS IN SARASOTA ARE CREATED EQUAL...
and I always make sure that they realize this before they hang up.
The key is not to sound like a salesman. Simply talk matter-of-factly about all the extras we offer that the other virtual tour companies don't. You see, most prospects haven't taken the time to actually see any of your work before they call. They're simply going down a list and looking for the best deal, thinking that all virtual tours are the same.
"What did you think of the 'maps' button?" or "How did you like the 'share tour' feature?" When they admit that they haven't seen any of the features...you got 'em!! And that's the best part about using Real Tour Vision virtual tour software....we can simply offer it all!
Most of the time, curiosity will get the better of them and this will stop the prospect in their tracks. That's when the questions start and all you have to do is send them to your web site. Talk them through a sample tour, showing them all the extras that the other photogs don't offer and you now have a genuine interest. Of course, once you've sold them, you now have to deliver. Here's where "over-delivering" really pays off!!
Most prospects will agree to 6 pans but whenever I quote rates, I always mention my rates for EXTRA pans as well. Then, I shoot EVERYTHING!! When I put the tour together, I will from time to time, wind up with a few extra pans. I then send the tour to the client with the extra pans and a message stating that they should let me know which pans to delete...OR...I can simply bill them for the extra pans should they decide to keep it as is.
Guess what? I have never had anyone ask to delete any of the extra pans. A few days later, I receive a check for the balance which sometimes comes out to be double my initial rate.
The best part is this...They do so willingly and happily. How do I know this? Half of my business has come from word-of-mouth and continues to grow through recommendations from satisfied customers.
So, let your competition under-cut your price. If you "over-deliver", it won't matter. You'll come out on top and earn the higher rate.
Good luck dealers!!
Mike Vega
Virtual Tour Sarasota
Sarasota Virtual Tour Company
www.VirtualTourSarasota.com
Order The BEST Virtual Tours NOW! 941-376-5713
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