Do you work in a community where the amenities just do not compare to your competitors? All is not lost…you can compete! In this blog post, I’ll show you how!
You don’t need this to compete! Photo Credit: FreeDigitalPhotos.net
One of my favorite romantic comedies is the movie Hitch starring Will Smith and Kevin James. If you’ve not seen Hitch it’s the story of a consultant named Alex “Hitch” Hitchens (Smith) that helps guys attract the women of their dreams. Hitch has a client named Albert (James) who wants to win the heart of celebrity Allegra Cole (played by Amber Valletta.)
Quite frankly Albert is about as average as they get-and Allegra is about as not average as they get, which leads Hitch to laugh the first time Albert tells him he wants to win Allegra’s heart! However, when Hitch realizes Albert is serious they get to work … and the journey is hilarious, by the way.
One of my favorite scenes in the movie takes place in a conference room, where Allegra is meeting with a board of advisers (Albert being one of them.) Hitch has told Albert that this is his time to “shock and awe” Allegra, so that she immediately takes notice of him (instead of remaining ignored), and starts the process of falling in love.
Well, I won’t give it all away, but Albert does move with a great deal of (outward) confidence during the meeting that captures Allegra’s attention.
There is just something hugely attractive about confidence isn’t there? Don’t you find that you naturally gravitate towards someone who exudes confidence?
Confidence is attractive in our personal lives, in romance, with friends and yes, while leasing apartments too! If you feel that your lack of amenities are holding you back, there’s hope…if you’ll be confident in what you do have to offer.
Simply a Bonus?
Did you know that many renters viewed amenities as a “bonus” and not as a must have in their apartment? This means that even if you don’t have it all, you may be able to compete, especially for those clients who don’t really care about amenities.
So, you can choose to address objections about amenities like this …
Customer: “I notice you don’t have a fitness center. That’s kind of a bummer.”
Associate: “Yeah I know. I’ve been trying to tell my manager that we should put one in, but, what can you do?”
Or you can try this:
Customer: “I notice you don’t have a fitness center. That’s kind of a bummer.”
Associate: “Can I ask you a question? Is a fitness center a make or break issue for you?”
Customer: “Well….I guess not. Would be nice to have though.”
Associate: “I can understand. But do you know why so many of our residents choose to live here? Because it has the kind of relaxed, comfortable, homey feel that many newer communities just can’t offer. And honestly, many residents say the same thing you just said about the fitness center … it would be nice to have, but it’s not a make or break issue.”
You Have Something to Offer
Even if your amenities don’t compare to your comps, you can compete! Just know who you are and what you have to offer! Then, chose to be confident when offering it to your prospect! It worked for Albert in Hitch…and it can work for you too!
