How to Pitch Your Wholesale Deal Effectively
A large percentage of the wholesale deals out there don’t actually get sold. There are many reasons for this, but perhaps the biggest reason that so many of the wholesale deals out there don’t get sold is because the person pitching them (i.e. the wholesaler) hasn’t got a clue how to effectively promote their deal. Have you felt that before? Have you felt like you had a kick-butt deal but you just didn’t get much response on it?
I’m going to identify some of the most common mistakes that wholesalers make, and then I’m going to explain how to promote your deal effectively, regardless of what media you are using (fliers, email blast, web posting, etc.)
F.N.M. (Frequent Newbie Mistakes) I’ve observed:
- Sending an email blast like this: “Great West Philly Deal! Click Here ______”
- “I have a house for sale. Here’s the MLS number: ______”
- “I have a deal…make me an offer” (no price given)
- Failure to show the potential profit for buyer.
Rules for Marketing Your Wholesale Deal:
- Make it easy for prospect to get more information. (give more than an MLS #)
- Give your prospect a compelling reason to take action (click link, call, email, etc.)
- Everything has a price. If you tell me, “No asking price, make me an offer.” My offer will be one dollar. It’s ridiculous not to advertise a price! When is the last time you went to a store where there wasn’t an asking price on an item?
- Always give a quick break-down of the numbers of your deal before asking your prospect to take any action.
Be the Loudest Wholesaler
When it comes to pitching your deal, you’ve got to stand out above the crowd. The odds are that every person on your buyers list is also on about 25 other wholesalers’ lists, and that’s a conservative estimate. So, how are you going to stand out? How are you going to make sure that your message is heard? There is exactly ONE answer to this question/dilemma: The clear and prominent message of your marketing must speak to your target’s most important needs and desires. In other words, whatever is important to your target-audience MUST be the most prominent message of your marketing. Failure to do this is to ensure epic failure of most all of your marketing efforts.
A 4-Point Checklist for All Your Marketing
A.– Attention – Your Headline MUST get their attention.
I.—Interest – Get your target interested in what you have to say…it’s like a headline with more detail that gets them interested to keep reading.
D. – Desire – You must arouse your prospect’s desire for your product. Get your prospect emotionally involved. What’s in it for them? Get your prospect to want your deal. Get your prospect to think about how good life will be after they do business with you.
A. – Action – Don’t forget the Call to Action. So many people drop the ball right here! Once your prospect has read your ad and wants to get more information, what course of action do you want him to take? Do you want them to go to your website? Click the ad? Call you? Send you an email? Fill out an application? Attend an open house? Whatever it is, you must literally command your prospect to do it! Yes, I literally mean for you to tell them what to do…enjoy it! J Also, always give your prospect TWO ways to take action, i.e. call and/or email, etc.
What’s Your Favorite Radio Station?
I forget where I first read this, but everyone’s favorite radio station is WIFM – What’s In it For Me? That’s the exact question that your prospects are constantly asking themselves…”What’s in it for me? Why should I keep reading? Why do I care about this deal?” Always put yourself in your prospect’s shoes and see things from his perspective.
Once you implement these tactics, you will see a dramatic increase in the effectiveness of all your marketing campaigns. Have fun!
To YOUR Success,
Jim “JimmyZ” Zaspel