Tecnologia e vendas na Construção Civil

por | out 25, 2018 | Economia, Gestão de Vendas, Gestão financeira | 137 Comentários

Por conta de fatores econômicos, como o encolhimento do PIB brasileiro e da alta concorrência no setor, muitas incorporadoras encontram dificuldades em negociar empreendimentos. Dessa forma, executivos e gerentes comerciais precisam buscar novas maneiras de ampliar o desempenho da equipe de vendas.

E para melhorar esse desempenho, é preciso necessariamente analisar e reavaliar o processo de vendas já existente. A partir daí, é possível identificar os problemas e o panorama entre contas a pagar e contas a receber. Com isso em vista, as estratégias a serem traçadas podem ser adaptadas para a realidade atual da empresa. Assim, a organização terá algo com que se firmar em meio a um mercado tão acirrado.

Sem suporte tecnológico, a empresa fica estagnada. Principalmente no processo de vendas, sistemas de gestão facilitam as ações empresariais, diminuem a papelada e unificam os departamentos num único layout.

Neste post, portanto, você verá de que maneiras a tecnologia e o controle eletrônico do processo de vendas podem aumentar a produtividade e a eficiência da sua incorporadora.

Vamos lá?

Vendas: um panorama geral

Nos últimos anos, acompanhando o ritmo de desenvolvimento do país, o mercado brasileiro viveu duas fases bem diferentes. Primeiro, com o crescimento econômico e a expansão da construção civil, as construtoras e incorporadoras se depararam com muitas oportunidades, aumentando a oferta de imóveis.

O mercado passou por uma turbulência nos últimos anos. Podemos dividir o período de 2000 até 2018 em duas fases: a primeira, impulsionada por crescimento econômico e uma franca ascensão do PIB, tanto lucros de construtoras quanto de incorporadoras dispararam. Isso porque aproveitaram das oportunidades momentâneas para construir novos empreendimentos e expandir seu mercado.

Depois disso, veio a instabilidade econômica. Pela dimensão dela, em conjunto à crise política, a turbulência chegou ao segmento da Construção Civil. Como a competitividade aumentou e o poder de compra da clientela em geral diminuiu, incorporadoras precisaram reinventar suas metodologias. Desde otimizar os processos internos (como a parte administrativa, de RH, etc.) até a busca por aumentar a velocidade e o aproveitamento das vendas.

Nesse contexto, a tecnologia desempenha papel fundamental na mudança prática na prática de vendas. Seja na migração das estratégias de marketing ao meio virtual ou através da adoção de sistemas ERP, aplicações tecnológicas tem sido o ponto de equilíbrio para muitas construtoras se manterem competitivas.

Mas como exatamente a tecnologia pode ajudar minha incorporadora a vender mais?

São diversas as formas que soluções digitais podem cair como uma luva em sua organização.

De maneira geral, os benefícios são tantos que podemos dizer que essas ferramentas e plataformas passaram de meras apostas a ser agora necessidades, e podem virar norma num breve futuro.

Dessa forma, tanto as gigantes do segmento quanto as empresas menores buscam estar atualizadas constantemente, principalmente ao que se refere em tecnologias aplicáveis ao seu negócio.

Dito isso, mostraremos logo abaixo alguns dos principais reflexos da tecnologia na Construção Civil.

Confira!

Inside sales

Começando com a prática mais básica, porém uma das que mais geram resultados positivos imediatos.

Como designa o termo, a prática de inside sales nada mais é do que a venda interna de unidades. Isso é, a venda feita de local remoto, normalmente nas premissas da própria incorporadora.

O objetivo dessa prática é diminuir a necessidade de deslocamento do vendedor, poupando tempo e recursos. A negociação é feita, então, virtualmente: desde a prospecção até a venda.

Isso é feito a partir de diversas plataformas. Pode ser através de ligações virtuais por Skype ou outras ferramentas para computadores e smartphones, SMS, Whatsapp, entre outros. De modo geral, quaisquer meios de comunicação entre duas ou mais partes que substitua o encontro físico podem ser utilizados.

Além de poupar recursos com deslocamento (como gasolina) e o tempo gasto para concretizar cada venda, as vendas internas contornam imprevistos que podem gerar distrato.

Pelo maior fluxo de leads e clientes, a gerência desse método é melhor feita através de sistemas de gestão que contenham um módulo de vendas específico e bem formulado.

No Koper, por exemplo, tanto os vendedores quanto os gestores têm acesso total às propostas, contratos e vendas firmadas, os financiamentos em andamento, entre outras informações cruciais e estratégicas.

Ainda, podem eles verificar a qualquer momento as unidades negociáveis e negociadas de qualquer empreendimento, por meio de uma planta interativa localizada no módulo de vendas.

Automatização de processos

Outro ponto positivo sobre sistemas de gestão é que eles centralizam informações. Com isso, o time consegue aumentar sua produtividade interna, pois o tempo gasto com burocracia, planilhas e lançamento de documentos é totalmente eliminado, podendo ser utilizado para o que realmente importa: vender!

Isso dá maior fluidez aos processos internos, ao que possibilita atendimento imediato e exclusivo a cada cliente. Dessa forma, a empresa colhe apenas frutos positivos.

Todo esse processamento e armazenamento de dados automatizados faz com que seja possível encontrar novas maneiras de gerar leads e classificá-los.

Dessa forma, o corretor de imóveis terá mais tempo para organizar e estudar os perfis, e também planejar formas de abordagem com os potenciais compradores.

Dessa maneira, o vendedor (ou corretor) tem mais tempo para estudar o perfil de cada cliente, traçando melhores estratégias de abordagem e negociação para cada situação.

Segurança de informações

Outro ponto positivo de “virtualizar” a empresa é deixar de ser refém de possíveis erros, extravios e demais problemas causados pela dependência do papel para armazenar dados.

Tendo um servidor próprio para armazenar essas informações, a chance de perdas é bastante reduzida. Importante também é que esse servidor seja fechado à empresa, evitando fraudes e demais problemas.

Diminuição da burocracia

O excesso de burocracia desanima. Para o cliente, que muitas vezes desiste da compra no meio de tanta papelada, e para o vendedor, que precisa “rebolar” para conseguir conciliar o processo de negociação com a busca de infinitos documentos.

No entanto, o mercado imobiliário impulsionou tecnologias para suprir essas necessidades. Nos módulos de compras de sistemas ERP, por exemplo, é possível comprar unidades em poucos cliques e lançar o contrato automaticamente, pois já está prescrito no próprio sistema.

Dessa forma, a paciência do cliente é poupada e o vendedor tem mais tempo para dialogar e identificar as necessidades de cada comprador.

Essa adaptação é essencial para a saúde empresarial e do segmento como um todo. É o puro darwinismo aplicado: quem não se adapta, padece e fica para trás. Nos tempos modernos, ninguém quer ter sua compra impedida ou prorrogada apesar de ter o dinheiro em mãos. Esse imediatismo só pode ser remediado através da internet, da virtualização e do progresso tecnológico.

O que nos leva a…

Maior liberdade e autonomia ao cliente

Tudo aquilo que facilite a vida do cliente deve ser digno de investimento. Todas as ações devem ser norteadas por esse pensamento, como facilmente vemos nas práticas das maiores construtoras.

O advento da internet criou um novo comportamento no consumidor. Se antes era difícil ter informações do que se comprava, hoje qualquer um pode buscar saber mais sobre o que está adquirindo antes de firmar um acordo.

Ou seja, o cliente hoje é muito mais crítico. Ele entrará na internet, buscará o site da construtora, o empreendimento no qual comprará uma unidade, e desejará ver todas as informações sobre o apartamento: o tamanho, áreas de lazer, localização, entre tantas outras coisas.

Aí entra a importância de plataformas digitais pelas quais a clientela pode buscar saber mais sobre sua empresa e seu trabalho. Ele se sentirá com maior autonomia sobre a própria decisão, não sendo persuadido ou iludido por promessas sem comprovação.

Conclusão

Como vimos, usar da tecnologia no mercado imobiliário potencializa muito a dinâmica e possibilidade de novas vendas. Revisitando o ambiente de contato com o cliente, de compra e de relacionamento, são criadas novas formas de negociação, muito além do meio tradicional que agrada somente aos burocratas.

Além disso, o progresso tecnológico hoje criou uma relação mais afinca entre o público e o produto. Pelo enorme catálogo de escolhas, hoje o cliente vê o que quer, quando quer, e pondera por si só qual a melhor escolha para a realidade dele.

Esse poder de escolha dá a ele o papel integralmente ativo na negociação. É logo essa possibilidade que garante maiores chances de concretização da venda, servindo como um “impulsor”.

Portanto, não deixe para depois! Nosso software, o Koper, possui todas as vantagens citadas nesse post e muito mais! Não fique de fora dessa mudança no mercado.

Basta clicar aqui e solicitar uma demonstração!

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