Unfortunately I still see a lot of builders stuck in the 1990's. They've cut back on marketing and advertising to the point they're completely relying on pure organic word of mouth to bring in new business. And it isn't working.
Minneapolis, MN (PRWEB) July 18, 2012
It's been a long ride for home builders and remodelers since the housing downturn began in 2006. But after 6 years, there is cautioned optimism that the housing market is stabilizing. Home builders and remodelers are reporting renewed confidence in their prospects which is leading to improved sales in 2012.
What hasn't changed, according to Rick Storlie of New Home Sales Coach, a new home sales training firm that specializes helping home builders and remodelers reach their sales goals, is how today's home and remodeling buyers are researching and ultimately choosing contractors.
"Unfortunately I still see a lot of builders stuck in the 1990's. They've cut back on marketing and advertising to the point they're completely relying on pure organic word of mouth to bring in new business. And it isn't working," Storlie said recently.
According to Storlie many builders aren't embracing the way today's home and remodeling buyers are shopping for a new home or remodeling firm. Because today's builders aren't in sync with buyers they could be missing out on the increased activity seen in many markets.
"Like it or not, today's buyers are using a combination of online research and social media to come up with potential builder candidates," said Storlie. "Most builders don't understand the mediums and are missing out."
One side effect of the rise of today's online shopping style is the importance of connecting face-to-face. That, Storlie says, is where the onsite event comes into play.
"Most builders are still advertising their phone numbers. They expect a prospect to pick up the phone and tell them when they're ready to buy," said Storlie. "The prospects, on the other hand, don't want to talk to a builder until they've done their research. So they skip over the builders they have to call to get information."
Storlie claims in order for a home builder or remodeler to be considered today they must first have fresh and relevant information on their website. Then, they must incorporate monthly events to entice today's prospects to get more personalized, in-depth knowledge and see examples of a builder's work.
The three types of events Storlie recommends builders incorporate into their home builder sales process are:
1. Prospect Events for delivering personalized information and showing off the work of the builder.
2. Past Client Events for staying top of mind with existing customers and generating new referral leads
3. Business Networking Events for leveraging affiliate relationships such as Realtors
On Thursday July 19th Storlie along with two of his home builder and remodeler clients will be sharing real life event strategies that are working in markets all around the country.
What: 3 Breakthrough Event Strategies for Converting Cold Leads to Hot Buyers (webinar)
When: Thursday July 19th 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 Resource Area 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.