I had a client in real estate come to me once about re-hauling his website and all collateral to attract more potential condo buyers… when his units were already 75% sold. It baffled me, considering he wanted to change the look of the entire branding (logo, website, etc.) when it was nearing project completion for him. This, my friends, smells of indecisiveness and not knowing your own market or position as the brand. Even if you’ve been in the business for what seems like forever, a volte-face re-haul is tricky.
What’s problematic about this volte-face?
- You’re showing the clients who already bought units that you don’t know what you’re doing.
- You may make them uncomfortable about staying on in the end and they’ll turn to stronger competition.
- You’re showing potential clients who have interest in buying your units that you don’t know what you’re doing.
- You may make them uncomfortable about buying and they’ll turn to stronger competition.
- Okay, you might interest new clients with no prior insight with this new image, but is it worth it if you’re losing the ones who had interest prior to your image change?
Let’s keep in mind that this is not a change after years and years of using the same logo and imagery. This is after months and months of planning and blueprints and sales strategies. So why the sudden re-haul when things are going pretty swimmingly since you’ve already sold quite a bit of your units which reinforces that what you were doing was probably pretty good? Why the shift?
The solution… be that as it may
So what did I do about this client? I strongly recommended not to make any drastic changes for the sake of their existing clientele and for the future of the condo building. Yet in the end, the manager still requested the changes. They were done, to the best of my ability, even with a strong re-recommendation that this was going to be confusing for their current and prospective clients. But they were confident. After all, who’s paying who?
The remaining 25% of the building still had trouble selling in the end. So then, the moral here is this: a drastic re-haul can be a great way for a company to attract a new kind of clientele, but often at a price.