Mar 10th, 2014

Make Your Open House Into a Multi-sensory Experience

Are you looking to rock your next open house? Yes? Keep reading then. In this article, I have provided some simple to implement, practical, and effective techniques that will show your open house visitors why you are the right choice as a Realtor.

Change and Reap The Rewards

When you’re at the car dealership do they make you feel special? They greet you immediately and you have their entire focus. Then, to ensure you’re not hungry and hence not in a bad mood they are fast to offer you a delicious treat coupled with a refreshing drink or cappuccino. “Please, have a seat and enjoy our new 200 inch razor flat screen TV while I get you one of our representatives.” As you sink into the plush leather couch and sip on your cappuccino…you say to yourself “I feel good.”

Mission accomplished. The marketing expert that work for the car dealership understand that a welcoming, well-designed environment with a focus on providing excellent customer service increases the possibility that you will buy and thus become a loyal fan. You see, as human beings our thoughts; feelings and environment influence our decisions.

The Plan

Let’s borrow the framework that dealerships have used for years and think about their strategy when it comes to customer service. “Let’s produce a level of service that is by any definition, remarkable.” Imagine experiences that are outside the box, above the rim, ahead of the curve, and that show that you are serious about what you do.

To get you started on your new quest here are 5 strategies that touch each of your prospect’s senses.

Sight

Remember a time when you were somewhere beautiful, yet you couldn’t seem to get past that one thing that wasn’t perfect, that didn’t fit in, that one distraction. Don’t let that happen to the guests that visit your open house. Put the work in, take the time, and make the difference. Think about how much goes into making the cars in the showroom look amazing...now apply that to your open house.

It’s now Open House day and you know the importance of appearance. Your prospects should be drawn to the home. You don’t make the sale. It’s the guest who chooses to buy. Show them what they need to see, tell them what they need to hear, educate them well on the home, and fuel their emotions to connect naturally.

Here are 5 strategies that you need to include:

  1. Place a welcome sign at the front door
  2. Open all blinds and curtains to let light in and reveal the home
  3. Turn on lights in strategic areas to complement the natural light
  4. Have a beautiful bunch of flowers at the entrance
  5. Dress for success!!

Smell

Let’s address another sense, our sense of smell. Once your guest walks into to house, your prospects will immediately notice the smell of the house. Give them a pleasant surprise. Infuse the home with a smell that is pleasant, yet fairly neutral.

Help them to envision themselves in the home. Consider adding some baked goods to your presentation to get the smell of the home to be really homely.

While scent is often overlooked, research shows, “Flowers and baked goods sit near the front of stores because their appealing smell activates your salivary glands, making you more likely to purchase on impulse.” If this can influence a consumer’s purchase in a retail store think about the impact it could have on the guests who tours your open house?

Hearing

Add to your guests experience by playing soft music in the background at a low volume, the music must not interfere with any conversations. Music can eliminate any awkward silences and relax your guests.

According to Business Insider, “Studies show that slow music makes people shop leisurely and spend more. Loud music hurries them through the store and doesn’t affect sales. Classical music encourages more expensive purchases.” When you select music to play during your open house be sure to play soft music that will encourage guests to take their time.

Put together a few playlists on your smart phone or test out some radio stations on Pandora. You don’t want to miss out on this detail. Your music will enhance your guest’s attraction to the house.

Touch

Greet your guests with a firm, professional handshake, and end your conversations with a handshake. A handshake is personal and allows you to make a physical connection with your guests. Encourage your guests to open closets, drawers and cupboards. Make them feel comfortable and really experience all aspects of the home.

Taste

Offer a refreshment and beverage before taking them on a tour of the house. This will make them feel more relaxed during the tour. Consider non-traditional refreshment that stands out. Maybe a bag of peanuts, granola or popcorn to go with it. Another nice touch is to pair the snack with a bottle of water in case your guests become thirsty.Use your imagination.

Now that you’ve explored the five senses (site, smell, hearing, touch, and taste) remember these tips can help leverage the success of your open house. Try as many as you want  and learn which work the best for you.

Each guest may not result in a sale, but you always want to put your best foot forward, demonstrate compassion, and remember to make your efforts consistent. A guest that didn’t purchase the home may become the best word-of-mouth referral source you ever had as well as a client.

Are you looking to rock your next open house? Yes? Keep reading then. In this article, I have provided some simple to implement, practical, and effective techniques that will show your open house visitors why you are the right choice as a Realtor.

Change and Reap The Rewards

When you’re at the car dealership do they make you feel special? They greet you immediately and you have their entire focus. Then, to ensure you’re not hungry and hence not in a bad mood they are fast to offer you a delicious treat coupled with a refreshing drink or cappuccino. “Please, have a seat and enjoy our new 200 inch razor flat screen TV while I get you one of our representatives.” As you sink into the plush leather couch and sip on your cappuccino…you say to yourself “I feel good.”

Mission accomplished. The marketing expert that work for the car dealership understand that a welcoming, well-designed environment with a focus on providing excellent customer service increases the possibility that you will buy and thus become a loyal fan. You see, as human beings our thoughts; feelings and environment influence our decisions.

The Plan

Let’s borrow the framework that dealerships have used for years and think about their strategy when it comes to customer service. “Let’s produce a level of service that is by any definition, remarkable.” Imagine experiences that are outside the box, above the rim, ahead of the curve, and that show that you are serious about what you do.

To get you started on your new quest here are 5 strategies that touch each of your prospect’s senses.

Sight

Remember a time when you were somewhere beautiful, yet you couldn’t seem to get past that one thing that wasn’t perfect, that didn’t fit in, that one distraction. Don’t let that happen to the guests that visit your open house. Put the work in, take the time, and make the difference. Think about how much goes into making the cars in the showroom look amazing...now apply that to your open house.

It’s now Open House day and you know the importance of appearance. Your prospects should be drawn to the home. You don’t make the sale. It’s the guest who chooses to buy. Show them what they need to see, tell them what they need to hear, educate them well on the home, and fuel their emotions to connect naturally.

Here are 5 strategies that you need to include:

  1. Place a welcome sign at the front door
  2. Open all blinds and curtains to let light in and reveal the home
  3. Turn on lights in strategic areas to complement the natural light
  4. Have a beautiful bunch of flowers at the entrance
  5. Dress for success!!

Smell

Let’s address another sense, our sense of smell. Once your guest walks into to house, your prospects will immediately notice the smell of the house. Give them a pleasant surprise. Infuse the home with a smell that is pleasant, yet fairly neutral.

Help them to envision themselves in the home. Consider adding some baked goods to your presentation to get the smell of the home to be really homely.

While scent is often overlooked, research shows, “Flowers and baked goods sit near the front of stores because their appealing smell activates your salivary glands, making you more likely to purchase on impulse.” If this can influence a consumer’s purchase in a retail store think about the impact it could have on the guests who tours your open house?

Hearing

Add to your guests experience by playing soft music in the background at a low volume, the music must not interfere with any conversations. Music can eliminate any awkward silences and relax your guests.

According to Business Insider, “Studies show that slow music makes people shop leisurely and spend more. Loud music hurries them through the store and doesn’t affect sales. Classical music encourages more expensive purchases.” When you select music to play during your open house be sure to play soft music that will encourage guests to take their time.

Put together a few playlists on your smart phone or test out some radio stations on Pandora. You don’t want to miss out on this detail. Your music will enhance your guest’s attraction to the house.

Touch

Greet your guests with a firm, professional handshake, and end your conversations with a handshake. A handshake is personal and allows you to make a physical connection with your guests. Encourage your guests to open closets, drawers and cupboards. Make them feel comfortable and really experience all aspects of the home.

Taste

Offer a refreshment and beverage before taking them on a tour of the house. This will make them feel more relaxed during the tour. Consider non-traditional refreshment that stands out. Maybe a bag of peanuts, granola or popcorn to go with it. Another nice touch is to pair the snack with a bottle of water in case your guests become thirsty.Use your imagination.

Now that you’ve explored the five senses (site, smell, hearing, touch, and taste) remember these tips can help leverage the success of your open house. Try as many as you want  and learn which work the best for you.

Each guest may not result in a sale, but you always want to put your best foot forward, demonstrate compassion, and remember to make your efforts consistent. A guest that didn’t purchase the home may become the best word-of-mouth referral source you ever had as well as a client.

Debra Gawet
Debra is a contributor to Realty Pixels and with her background in Psychology she has expanded her talents into social media. She writes to really help bridge the gap that sometimes exists between being a good realtor and being a great one.


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