The 2017 International Builders’ Show (IBS) marks my 26th consecutive year of attendance.
New Home Marketing
New Home Marketing
An often-summarized Aristotle quote reads: "What we hear, we forget. What we see, we remember. And what we do, we understand." Although those thoughts date back 2,300 years, the principle rings true today. The concept is essential to understanding the importance of demonstrations in new home sales. Surveys show 86 percent of what we tell customers will be forgotten within 24 hours.
The goals of the new home sales professional are to understand the priorities of the customer and build builder value. You cannot wait for customer questions to begin this process.
Now in its 26th year, the National Sales and Marketing Awards pay tribute to superior new-home sales and marketing achievements by individual sales and marketing professionals; home builders and associates; and sales and marketing councils.
Despite the avalanche of bad press about housing, it's still possible for builders — even small ones-— to generate good news. Customers like to do business with builders who have a good reputation
It is vital for builders to determine how to best use Internet search engines and their Web site to stand out in the crowd. Here are ideas on how to make the most of this valuable tool to present your company to the community, grow your company, improve your sales velocity and provide better and faster customer service.
Choosing the right color for a model living room or an entire development entails more than just flipping through paint swatches. Color consultants will tell you that color has enormous effect by distinguishing a model home, making it more memorable.
If your Web site is easy to navigate, has current, up-to-date information and you get multiple e-mail leads each day, you might feel good about it. But if you think you are ready to take a breather, think again. Forward-thinking home builders are already introducing the next generation of Web sites.
If you attend the International Builders Show (IBS) in Orlando, Fla., expect to see lean, hungry builders prowling the exhibits for sales-related software, and packing the more than 40 seminars in the sales and marketing track. The smart ones will be asking every expert they meet how to take Internet selling to new extremes.
An online concierge named Kim takes center screen when online visitors arrive at the Web site for Tampa, Fla.-based home builder Smith Family Homes. Judging from industry accolades and the increase in traffic the site has experienced, this virtual concierge is doing her job well.
Understanding what customers already know and what made them visit is the key kickoff to a great sales presentation.