Here is the transcript of the video:
Hello and welcome to the J'poster Complet , the channel which helps seasonal rental companies and managers of seasonal accommodation to become serene and ultra-profitable entrepreneurs . Today, we are going to talk about commercial prospecting when you are a seasonal rental concierge service . It can be a little difficult when starting out, or even in general, to say to yourself: “I would like to increase the number of assets that I have and that I optimize on a daily basis, but I don't really know how to do it. »
So, I'm going to tell you about different methods that we considered and tested, and tell you whether they worked or not. What I find interesting about commercial prospecting is that I have long put a certain pressure on myself on this subject, because being of a rather introverted temperament, I am not hyper extroverted in life. I'm more of a bear, although I really like people and others. Clearly, I'm a bit in my cave, and having to have this active commercial approach takes a lot of energy from me, it drains me of my energy.
This is why, over time, I have felt more comfortable with certain methods of commercial prospecting, and this is what I am going to tell you today to help you. If you're on team bear , this might help you too. If you are in the extrovert team , these will be additional ideas that will help you. If you like these daily videos, support my work by putting a thumbs up under this video, it helps me a lot, because it allows the channel to grow and continue making these videos every day.
I see two ways of doing sales prospecting : there is the proactive , hunter side of sales prospecting, which I am least comfortable with, and I must admit that it is more complex. And there is the rather receptive . At J'poster Complet, today we are almost exclusively receptive, that is to say that prospects arrive on their own. Not that we haven't done anything about it, but we don't have a hunter's outlook.
We tested the hunter optic in a few different ways. For a time, I recruited an independent salesperson who did phoning, that is to say we created concierge bases and we called spontaneously to see if they were making increased income, and if they thought they needed about that, and if we could help them. What I found very difficult is that it is very expensive and the conversion percentage is quite low. It's also a bit unpleasant, because we put ourselves in the place of the people being approached.
There are people who don't like it, some are harsh on the phone, almost aggressive, so it's not pleasant to constantly be in this human relationship. At one point I said to myself, “I don’t think I deserve this.” » So, I stopped and turned to another salesperson, but cold calling is always difficult. Cold calling prospects made the process take longer, and quickly I realized it wasn't enjoyable or profitable.
There is also paid communication . At J'poster Complet, we don't currently do too much paid advertising. I think it can be a good idea when it is mastered, but for the moment, we do not have the competence internally. I have tried to work with people on this subject with no real success.
However, there are many other ways to communicate for free, which cost time but are more stable over time. With paid communication, we inject money, and we obtain immediate results, but this does not create long-term stability. I create something to last, so I prefer to build a solid base, a good reputation, and not depend solely on paid advertising.
For the receptive part, it's creating content . I had extremely strong support for this logic which really corresponds to my values: sharing knowledge for free on the networks. It's a positive gesture towards others. You, who watch the video, can judge what I'm saying and decide if you want to work with us.
We're talking about human beings who want to work with other human beings, and that creates a bond of trust with the owner of a property. In the end, our prospecting approach at J'poster Complet is really based on content. We start by giving content and helping people, showing them what we can offer.
Customer testimonials are also very important. Nothing is as clear as the experience of a concierge manager who recounts his experience with J'poster Complet. So, share information, create specialized pages on vacation rentals in your city, and make sure you are the person who provides the necessary information to owners.
For me, this is the most positive way to do business prospecting. We create a company to be fulfilled in our way of being, with our strong and weak points, and to move forward with the heart and the desire to do well.
Thank you for watching this video. Write me a comment if this resonates with you, and support my work by giving it a thumbs up. See you tomorrow for the next video!