snap selling, developed by Jill Konrath, is a sales strategy designed for today’s busy and distracted buyers. It’s particularly relevant in the proptech industry, where decision-makers often have to sift through a vast array of complex information before making a purchase.
The snap framework stands for Simplify, iNvaluable, Align, and Prioritize—each representing a step to make your offering more appealing to your prospects. Here’s how you can apply it to your proptech startup.
simplify the process
Simplify focuses on reducing complexity for your buyers. In proptech, clients are often overwhelmed with data, technical details, and the legal jargon surrounding property technology. Your goal is to make the decision-making process as easy as possible.
- Example: Let’s say you’re offering a smart home system. Instead of bombarding potential customers with every feature, highlight the top three that will make their lives easier. Use simple, clear language, and avoid technical jargon. Provide step-by-step guides or visual aids that make it easy to understand how your product works.
- How to apply it: Begin by identifying the pain points in your current sales process. Are your proposals too lengthy? Is your product demo too complicated? Streamline your communication and focus on the key benefits that resonate most with your target audience. Use visual tools, such as videos or infographics, to explain complex ideas simply.
make your offering invaluable
iNvaluable emphasizes the need to demonstrate the unique value your product offers. In the competitive proptech market, you must show that your solution is not just nice to have but essential.
- Example: If your startup offers a platform that optimizes energy usage in commercial buildings, position it not just as a cost-saving tool but as a critical investment for sustainability and compliance with future regulations. Highlight case studies where your platform has significantly reduced energy costs for similar businesses.
- How to apply it: Identify what sets your product apart from competitors. Is it more cost-effective, easier to integrate, or backed by superior customer support? Use testimonials, data, and real-world examples to demonstrate how your product has delivered tangible value to other clients in your industry. Position your offering as a strategic investment, not just another expense.
align with your customer’s goals
Align is about ensuring that your sales approach is in harmony with your customer’s objectives and priorities. This is crucial in proptech, where different stakeholders—such as property managers, investors, and tenants—may have varying needs.
- Example: If you’re selling a property management software, align your pitch with the specific goals of your prospect. For a property manager focused on tenant satisfaction, emphasize features that streamline tenant communication and improve service response times. For an investor, focus on how the software can increase property value and ROI.
- How to apply it: Before your sales pitch, research your prospect’s business objectives and challenges. Tailor your messaging to show how your product directly supports their goals. Whether it’s reducing operational costs, enhancing tenant experiences, or ensuring regulatory compliance, make it clear that your solution is a strategic fit for their needs.
prioritize what matters most
Prioritize helps you and your prospect focus on what is most critical to move the sale forward. In the fast-paced proptech industry, this means cutting through the noise and addressing the most pressing concerns.
- Example: If your prospect is hesitant about adopting new technology due to implementation time, prioritize showcasing your rapid deployment capabilities and dedicated customer support during the initial phases. Assure them that your team is focused on a seamless transition, minimizing downtime.
- How to apply it: During your sales conversations, identify the top priorities of your prospect and address them first. If speed to market is critical, emphasize how quickly they can see results with your product. If cost is a concern, highlight your pricing flexibility or the potential for long-term savings. Keep your discussions focused on these priority areas to maintain momentum in the sales process.
conclusion
Applying snap selling to your proptech startup can significantly improve your sales strategy by making your offering more accessible, valuable, aligned with your customers’ goals, and focused on their priorities.
By simplifying your messaging, demonstrating the indispensable value of your product, aligning your approach with customer objectives, and prioritizing what matters most, you’ll be better positioned to close deals in the competitive proptech market.