New Marketing Training for Contractors Pins Down Prospects and Perception

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Price versus value is the numbers game every builder and remodeler faces when dealing with potential clients. This week, Coach Rick Storlie of New Home Sales Coach reveals how to target the perfect market and change their perception of value to increase sales margins.

New Home Sales Coach, sales training for home builders, marketing training for home builder, closing sales for home builders, contractor lead generation

New Home Sales Coach Launches the Third Training Module in Webinar Series for Home Builders and Remodelers

Professionals have to figure out who their target market is and give it a name. The name helps them to focus all of their planning, marketing, and value creation towards that individual.

Consumers have been driven by the bottom line or how much it is going to cost them for the last couple of decades. In these days of extreme couponing, the consumer’s fist has taken a strangle hold of the dollar and tried to wrench every last cent out of it. As a result, businesses, including contractors, have been cheapened to mere "sticks and bricks". The most effective way to combat this reduction of value is by singling out who the perfect customer is for a business and building emotional equity and trust in that person.

Today, sales coach Rick Storlie releases the third installment in his new training series on automated value creation. The goal of the series is better contractor lead generation, meaning to help builders generate good leads by moving their client’s focus from the price to the quality and value of their services. This new video focuses on identifying the potential consumer and motivating them to act both online and on the lot.

"Builders and remodelers often forget they are dealing with real people," Storlie said. "In order for your client to buy, they have to feel like they are emotionally invested in you and your company. Therefore, you have to identify who they are and guide them online and offline to activities that will build that trust."

The New Homes Sales Coach has been helping home builders and remodelers reach their sales goals since 1992. His famous 5 Step Sales Formula moves contractors from mastering the art of generating leads and creating value through designing sales presentations and marketing.

In the latest installment of his new video series, Storlie teaches:

  • The "do" part of his value creation formula, with specific activities for both online and onsite value.
  • How to build a buyer profile using both demographics and psychographics.
  • The importance of your tarket (target market) - why you should identify and name it

"Professionals have to figure out who their target market is and give it a name. The name helps them to focus all of their planning, marketing, and value creation towards that individual. After all, it is always easier to sell to one than to thousands," said Storlie.

To access this free training series, go to: http://www.nhsalescoach.com/attracting-home-buyers/value-creation-strategies-video1.

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