As a salesperson I have more time than energy. So instead of focusing on time, which we all have the same amount, I focus on getting the greatest return on my energy.
Minneapolis, MN (PRWEB) June 19, 2012
Rick Storlie of New Home Sales Coach, a firm that specializes helping home builders and remodelers reach their sales goals, looks at remodeler marketing and new home sales training differently than most.
"First and foremost a salesperson is responsible for their own success," Storlie recently commented. "Sure we all represent builders, and sometimes the owner is the lead salesperson, but we're really running our own personal services corporation."
Storlie contends the typical builder sales representative focuses too much on their leads and prospects and not enough on themselves. He call this self focus a Return on Energy (ROE).
"As a salesperson I have more time than energy. So instead of focusing on time, which we all have the same amount, I focus on getting the greatest return on my energy," said Storlie.
According to Storlie there are 4 specific tech tools home builders and remodelers can integrate into their sales process to maximize ones ROE.
Tech Tool #1- Online Surveys
"Salespeople spend way too much energy trying to get in front of prospects and not enough getting in front of the right prospects," said Storlie. "When I take into consideration the preparation, drive time, meeting time and follow-up I may have used nearly all my focused energy in a day on one prospect meeting."
Storlie claims more time needs to be spent qualifying the prospect via phone and utilizing online surveys. Online surveys, Storlie argues, allow a builder to dive into more intimate questions about the prospect's current situation and goals for the project. And when a builder has asked the right questions on the phone and online, prior to the first meeting, home builder sales conversions go up.
Tech Tool #2- Wordpress
Wordpress is an open source blogging and now website platform that is free for anyone to use. It's simple to update and load documents, photos and videos into it.
Driving prospects back to a Wordpress blog or website to access documents, photos or videos, instead of attaching files or sending them to a third party site, allows a builder to track everything the prospect is doing outside of meetings. There's no more wondering if prospects are engaged as the sales process moves forward.
Tech Tool #3- Tablets
"One of the things I've studied is how adults learn. The vast majority of builders rely on an auditory presentation and a notebook. The problem is only 10% of the adult population learns purely by listening!," said Storlie.
Storlie likes the use of tablets for the other two adult learning styles- visual and kinesthetic. Since many builders today don't have the luxury of multiple model homes to show different floor plans and motifs, a tablet allows a prospect to view photo and video galleries plus the builder can use visual aids to reinforce their value proposition.
Tech Tool #4- Ubix web automation software
Since 2010, Storlie along with his partner Rune Haugseon have been modifying proprietary software Haugseon developed in 2000. The software works in conjunction with the home builders sales process to track prospect activity between meetings and the efficiency of the salesperson's efforts.
A builder now knows how engaged prospects are and can identify any weak points in their sales process so they can maximize ROE.
On Thursday June 21st Storlie will be elaborating on all four tech tools and identifying when, where and how they should be integrated into a builder's sales process.
What: Tablets, Texting and Telephones: 4 Builder Tech Strategies for Converting More Prospects to Buyers (webinar)
When: Thursday June 21st at 11 PST, 12 MST, 1 CST, 2 EST
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 tapping into technology. 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 Scorecard by clicking here. Remodelers can get their Scorecard by clicking here.
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 or Solutions(at)NHSalesCoach(dot)com.