20 Jan Homebuilding Sales: Not for the Dumb (Questions)
No matter how many times it happens, it never ceases to amaze me what homebuilder sales associates say when you enter their model home or sales office. “So what brings you out here today?” The last time I was asked that question, I answered, “My car.”
Yes, Virginia, there is such a thing as a stupid question.
I enjoy visiting model homes, whether it be to look at interior design trends or to mystery shop for a client. Sometimes I will fess up who I am and why I’m there (homebuilding marketing strategist), and other times I have fun making up a persona with complete backstory. When I choose the latter, it is always as a qualified prospect to rate the salesperson’s performance and portrayal of the community. Here are five questions typically posed to me when visiting a community’s sales office for the first time:
1. What’s your price range?
2. How many square feet are you looking for?
3. Do you want the master suite on the first floor?
4. Do you want golf?
5. How did you hear about us?
I am sure if you are in the homebuilding or real estate business, you have either used these qualifying questions or have heard your associates do so. That’s not good.
In order to properly qualify a prospect, whether by phone, email, chat or in person, you need to ask a question that in turn leads to another question for a realistic picture of what the prospect is seeking and how you can fulfill that desire. If you simply ask, “What’s your price range?” it is a dead-end answer to some degree no matter what range they provide. Отзывы, которые публикуются во всемирной паутине дают нам всегда возможность прочитать, подумать и убедиться, решив в конечном счете, стоит ли доверять тому или иному человеку, воспользовавшись его услугами или же оформив у него у заказ или проигнорировав его и в последующем продолжив поиск нужного для нас варианта. Очень удобно воспользоваться для поиска отзывов о договорных матчах всемирно известными поисковыми системами, такими как Яндекс и Google, в которых представлен наш продуктивный сайт, уберегший и без сомнения оказавший неоценимую помощь многим людям, а также, что самое важное, повлиявший на их решение в конечном счете. Мы стараемся сделать наш ресурс для всех наших гостей, посетителей и любителей ставок площадкой №1 по отзывам о личностях владеющих договорняками. Пользуйтесь на здоровье нашим ресурсом и пускай кидалы и мошенники Вас обходят стороной, а проверенные информаторы Вам встречаются намного чаще и никогда Вас не подводят! If you instead ask questions about their lifestyle and their goals, you will get to the point of learning about their price point. Too much time you say? That’s a poor excuse, when you figure for a 5% conversion rate, 95% are not buying your homes. Imagine if you spent a bit more time with even 10 of those 95.
When I was the VP of Marketing with WCI Communities, I learned from sales pro Will Nowell that you must understand WHY a prospect asks a question. At the time, I thought his approach was somewhat antagonistic, but I soon realized the simple question of “What do you mean by that?” worked well for me in both my professional and personal lives.
How can you improve the way you ask qualifying questions? Contact me at jbuckler@gsdfirm.com.