Builders consistently make the same mistakes when it comes to presenting pricing, making it harder to sell their services at decent margins.
Minneapolis, MN (PRWEB) April 18, 2013
With the housing market stabilization across the country, many builders are seeing their best sales activity in the last six years. At the same time the National Association of Home Builders/Wells Fargo Index of Builder Confidence dropped to 42, the lowest in 6 months.
Many builders cite continued difficulty in obtaining construction credit, continued low appraisals and rising construction costs as the reason for the drop in confidence.
"Most builders are still struggling to maintain steady sales and the regulatory challenges are only part of it. Today's new home and remodeling buyers are more sophisticated and wary than ever," said Rick Storlie of New Home Sales Coach, a new home sales training firm that specializes in helping home builders and remodelers reach their sales goals.
Storlie sees today's buyers using an array of tools to find and choose a builder. These include real estate websites, blogs, social media and third party review sites. All of the information available online, he contends, forces buyers to focus on price to differentiate the various offerings available.
"Buyers come to builders immediately asking price questions because they've commoditized all the offerings. If everything looks the same, go with the lowest price," Storlie said. "Builders consistently make the same mistakes when it comes to presenting pricing, making it harder to sell their services at decent margins."
Storlie's 5 pricing mistakes are:
1. Not understanding the relationship between the lead source and how soon to present pricing
2. Lack of a systematized value creation process
3. Wasting time bidding/pricing for the wrong prospects
4. Making the wrong assumptions when preparing a price
5. Pricing or bidding for free
On April 25th, 2013 Storlie will be revealing a detailed 5 step process he's seeing builders use to dramatically increase their sales and margins.
What: The Perfect Pricing Paradigm: How to Avoid the 5 Most Common Mistakes When Presenting Pricing to a Prospect (webinar)
When: Thursday, April 25th, 2013 at 11 PDT, 12 MDT, 1 CDT, 2 EDT
Cost: $0 but limited to 100 attendees
Storlie has created a sales and marketing Scorecard that will tell any home builder or remodeler how well they're doing today. The Scorecard takes 2 minutes; builders will get an immediate score and see how they compare to their builder peers. Home builders can get their Home Builder Marketing Scorecard here: http://www.nhsalescoach.com/home-builder-scorecard. Remodelers can get their Remodeler Marketing Scorecard here: http://www.nhsalescoach.com/remodeler-scorecard.
About Rick Storlie:
Rick Storlie of New Home Sales Coach has been helping home builders and remodelers reach their sales goals since 1992. Visit NHSalesCoach.com to access Rick's free Sales and Marketing Library full of tips from generating new leads, Realtor strategies, sales techniques and sales management secrets. Storlie can be reached at 952-895-5566.