As hands-on as you can get
In essence, every salesperson is a teacher because every sale starts with a lesson.
- A lesson in what the product is.
- A lesson in the products' features.
- A lesson in how these product features can be applied to a customer's life and change it for the better.
- A lesson in why the customer needs to buy your product right now.
Sales only happen if a customer fully understands what's being offered, how it will fit into their lives, and why they shouldn't wait too long to commit to a purchase. For a customer to truly understand an offering, the offering must be taught as effectively as possible.
The product "lesson" needs to stick in the mind of a customer, and in an ideal world, they would remember every detail of your offer. If a product experience bounces around the mind of your customer as they go about their daily routine, they may discover new uses for your product that they may not have realized before, and see how a purchase of your product would make their lives easier. This especially applies to real estate. Real estate developers and marketers need to focus on teaching effective lessons so that prospects fully understand the value of their purchases, and remember it well enough to tell their friends and family.
Keeping the message simple, short and effective helps in this regard, as the human attention span can be as short as 8 seconds. Getting to the point as fast and clearly as you can helps customers retain information, but the trade-off is that you may not have time to extensively showcase your product and illustrate to customers how it will impact their lives. VR is the best of both worlds, allowing customers to fully experience a property product and all of its features in a way that they'll retain for weeks afterward. To understand why VR is the ideal tool to accelerate your property sales, we'll need to look into how our minds process and remember information.
How learning works
Edgar Dale, an American educator, theorized that true intellectual understanding of a concept via audio-visual media can be depicted in a pyramid. This pyramid is commonly referred to as the "Cone of Learning".
According to Dale, the way people experience audio-visual information has a huge impact on their understanding and retention of it. When people "Experience a lesson", they generally remember 90% of what they're learning.
With Beyond Reality's fully immersive room-scale HTC Vive offering, we aim to put your prospects in an interactive environment where they can cycle through colour pallets, remodel furniture, change the time of day, cook in the kitchen and more. Showing customers a property where they can "live" their future lives via virtual reality makes for a lasting impact in their minds and will influence them greatly when it comes to making a buying decision.