As a dedicated real estate drone pilot, you’ve likely experienced the acute frustration of losing clients to competitors who undercut prices. These competitors, who prostitute their services at rock-bottom rates, are not just taking business away from you—they’re devaluing the entire industry. It’s infuriating to see clients lured away by the promise of cheap rates, only to receive substandard services that ultimately hurt the reputation of all drone pilots. Your expertise, quality, and the time you invest in honing your craft are constantly undermined by these price-cutting tactics.

If you’re tired of this race to the bottom, it’s time to shift your focus from price to value. This approach not only helps differentiate your services but also ensures a sustainable and profitable business. By selling value, you attract clients who appreciate quality and are willing to invest in superior service, thus fostering a more professional and respected industry standard.

The Pitfall of Selling on Price Alone

Many new drone pilots entering the real estate market believe that offering the lowest price is the quickest way to secure clients. While this strategy might attract clients initially, it often leads to unsustainable business practices and razor-thin profit margins. Furthermore, consistently lowering prices can erode industry standards, making it harder for all professionals to earn a fair income.

Understanding Price vs. Value

To shift your business focus, it’s crucial to understand the difference between price and value:

• Price: The monetary cost of your service.
• Value: The perceived benefit and worth of your service to the client.

For example, a $200 drone shoot may cost more than a $100 one, but if it includes higher quality footage, better editing, and quicker turnaround, the value is significantly greater.

How to Create More Value for Your Real Estate Clients

Creating value in your drone service involves several key strategies:

• Expertise and Skill: Continuously improve your piloting and editing skills to provide superior results.
• Professionalism: Offer reliable, timely, and communicative service to build trust and satisfaction.
• Customization: Tailor your services to meet specific client needs and provide unique solutions.
• Additional Services: Bundle offerings such as video editing, 3D mapping, and promotional materials.
• Education and Consultation: Educate clients about the benefits of your services and offer consultations to help them make informed decisions.

Practical Strategies for Selling Value

To successfully implement value-based selling, consider these practical strategies:

• Client Testimonials: Showcase positive feedback and successful projects to build credibility.
• Portfolio Development: Create a strong portfolio that highlights your best work and unique offerings.
• Value Proposition: Clearly communicate the benefits of your services compared to competitors.
• Long-Term Relationships: Focus on building relationships with clients rather than one-time transactions.
• Regular Updates: Keep clients informed about new services, technologies, and industry trends.

Example Scripts for Communicating Value

Here are a few scripts to help you communicate the value of your aerial services and differentiate yourself from competitors:

Emphasizing Quality and Expertise

Client: “Why should I choose your service when another pilot is offering it for half the price?”

Drone Pilot: “That’s a great question, and I understand the concern about cost. However, let me share what sets us apart. Our services aren’t just about capturing aerial footage; it’s about providing high-quality, professionally edited videos that truly showcase the property’s best features. We’ve invested in top-of-the-line drones and camera equipment to ensure stunning visuals. Moreover, our team has years of experience in real estate photography, which means we know exactly how to capture angles and lighting that highlight the property’s unique selling points. This expertise ensures your listings stand out, attract more potential buyers, and ultimately sell faster. The investment you make in our services is an investment in quality and results.”

Highlighting Additional Services and Customization

Client: “The other company is offering the same drone footage for a lower price. Why is yours more expensive?”

Drone Pilot: “I appreciate you bringing that up. What makes our service different is the comprehensive package we offer. Beyond just drone footage, we provide a range of additional services like professional video editing, 3D property mapping, and custom promotional videos tailored to your marketing needs. We also offer a fast turnaround time, so you can start marketing your property sooner. Our goal is to provide a complete solution that not only meets but exceeds your expectations. This level of customization and additional value ensures your property gets the attention it deserves and stands out in a crowded market.”

Stressing Professionalism and Reliability

Client: “I’ve received a cheaper quote from another drone operator. Can you match their price?”

Drone Pilot: “I understand the importance of budgeting, but let me explain why our services are worth the investment. Our commitment to professionalism and reliability is unmatched. We adhere to strict safety protocols and are fully insured, giving you peace of mind during our operations. Additionally, our team is dedicated to punctuality and clear communication throughout the entire project. We provide detailed flight plans and regular updates, ensuring you are always informed and satisfied with our progress. These elements of professionalism and reliability ensure a smooth, stress-free experience for you, which is invaluable compared to the uncertainty that can come with choosing a lower-cost provider.”

Demonstrating Proven Results and Client Satisfaction

Client: “Why should I spend more on your drone services?”

Drone Pilot: “That’s a valid question. What sets us apart is our track record of proven results and client satisfaction. We have numerous testimonials from satisfied clients who have seen a significant increase in property inquiries and sales after using our services. We also offer a satisfaction guarantee, meaning we’re not happy until you’re thrilled with the final product. Our focus is not just on delivering a service but on delivering results that help you achieve your goals. Investing in our services means investing in a partner committed to your success.”

Leveraging Unique Selling Points

Client: “I can get the same drone footage for less from another provider. Why should I choose you?”

Drone Pilot: “I understand the appeal of a lower price. However, what differentiates us is our unique approach to real estate marketing. We incorporate advanced techniques such as HDR imaging and 4K video resolution, providing unparalleled visual clarity and detail. Additionally, our post-production process includes professional color grading and sound design, creating a cinematic experience that captivates potential buyers. This level of quality and attention to detail helps your property make a memorable first impression, which can be crucial in a competitive market. By choosing us, you’re not just getting drone footage; you’re getting a comprehensive marketing tool designed to maximize your property’s appeal.”

Conclusion: The Takeaway

Remember, selling on price alone is a race to the bottom. By focusing on value, you not only differentiate yourself from competitors but also build a sustainable, reputable, and profitable business. Start today by enhancing your skills, offering superior services, and communicating the unique value you bring to the table. Let’s elevate your drone business together, one flight at a time.

If you have any questions, let us know! If you’d like to hire us, you can get more information here.

Written by: Tony Marino, MBA – FAA Certified Part 107 Commercial Drone Pilot and Chief Business Strategist at Aerial Northwest

Disclaimer: The information provided in this blog post is for general informational purposes only and should not be construed as legal advice.

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