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TIME WASTER: Prospects calling and asking you to visit their
building site. You spend hours in drive time and hand holding with no clear sale agreement in hand. To add insult
to injury, they end up going with another builder.
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TIME SAVER: Spend time on the phone with them first to qualify them
financially and emotionally—to determine that you would be a good fit for them as a builder. Then get the buyers
to visit your office to sign a design-build agreement and put a deposit down. Only when you have that in hand should
you visit their building site.
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TIME WASTER: The prospect who keeps returning to ask more and more
questions but doesn’t seem any closer to buying.
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TIME SAVER: The next time they visit, ask for the sale. “Are you
ready to buy a home today?” Eliminate all their objections and ask for the sale again. If they still aren’t ready,
at least you’ll know where you stand. Only spend time on worthwhile prospects.
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TIME WASTER: A messy desk of jotted down phone numbers and names
of potential prospects that makes it impossibly to quickly locate a prospect’s information.
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TIME SAVER: Use lead management software, such as Act, Goldmine or
Base 3 Technologies, to keep your prospects’ information organized.
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TIME WASTER: Spending time with a prospective customer and not
getting key information.
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TIME SAVER: Get as much information as you can up front and then
you’ll be able to cut your follow-up time in half.
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TIME WASTER: Doing a cost estimate for a customer who will be making
their buying decision on price alone.
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TIME SAVER: Establish the buyer’s budget then establish the importance
of attributes such as quality, service, reputations, brand products and warranty. What the price-based customer is
really concerned about is value. Establish your value before you quote a price.
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TIME WASTER: Spending time writing a letter to a prospect and then
having to make a trip to the post office to mail it.
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TIME SAVER: Pick up the phone and talk to your prospects.
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