3/28/11- 6 Steps for Selling the Outlet Mall Buyer: How to Deal with (AND SELL) Today’s Price Focused New Home and Remodeling Buyers
March 28, 2011 by Coach Rick · Leave a Comment
6 Steps for Selling the Outlet Mall Buyer: How to Deal with (AND SELL) Today’s Price Focused New Home and Remodeling Buyers
Do you ever get those “ah-ha, the light bulb just came on” moments?
Every now and then even a “blockhead” like me gets one. My latest occurred on a Sunday driving back from a family trip when my wife Nancy wanted to stop at the outlet mall. Of course I was THRILLED because I had to entertain my 4 and 6 year old while she shopped!
After an hour at Space Aliens (i.e Chucky Cheese) I managed to stumble, half witted, back out into the light of day and proceed to wade through the piles of traffic and bargain hunters at the over flowing mall. When I picked Nancy up she wasn’t her usual “it was too good of a deal to pass up” jubilant self. So, as I inquired why, she proceeded to tell me why her shopping experience wasn’t the best and her new views on outlet malls…
Play the video below to hear her story and how it DIRECTLY relates to the mentality of today’s new home and remodeling price conscious buyers…
What: 6 Steps for Selling the Outlet Mall Buyer Webinar
Who: Rick Storlie, New Home Sales Coach (Moderator/Presenter)
Special Guests:
Jeremy “the Machine” Skogquist, Owner and Lead Sales for NIH Homes
Rob “Boy Wonder” Fritz, Custom One Homes
When: Wednesday April 6th 11 PST, 12 MST, 1 CST, 2 EST
Cost: $0 FREE Limited to first 100 attendees
Register: https://www2.gotomeeting.com/register/228389154
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Thursday March 24th Home Builder and Remodeler Blogging Strategies- DO NOT MISS THIS!
March 21, 2011 by Coach Rick · Leave a Comment
Here’s a question…What could you do right now to increase your sales 10 – 30%?
It’s a question that I’m going to answer along with a group of my Game Day Coaching Circle of Experts.
We’ve embarked on a 6 month case study with two different home builders to transform the way they market, advertise and sell homes.
We’ve submitted the case study to NAHB and hope to present the results at IBS in 2012. There are 3 phases…
Phase I- Creating Unique Selling Propositions (USP) for each builder that allow them to differentiate themselves from their competitors.
Phase II- Rebuilding their lead generation programs to make their website their number one source of new leads.
Phase III- Changing their sales process from a one-step to multi-step approach.
The GREAT news for you is we’re going to share what we’re doing and learning along the way!
Thursday March 24th I’ll be interviewing Jennifer Brown from Tribal Blogs. Jennifer is a professional blogger and she’s going to be helping the two builder’s with their blogging strategy.
You’re invited to the interview where Jennifer will share all her knowledge about blogging including what NOT to do and simple tricks to get your blog noticed and working for you.
What: Blogging Strategies for Builders: 7 Sure-fire Tactics for Making the Internet Work for You
When: Thursday March 24 11:00 – 12:00 PST, 12:00 – 1:00 MST, 1:00 – 2:00 CST, 2:00 – 3:00 EST
Cost: $0
Register:https://www2.gotomeeting.com/register/803628387
Happy Selling
P.S. I’m limiting attendance to 100 so make sure you register and sign in a few minutes before the start of the program. If you’re not one of the first 100 you won’t get it. This webinar will be loaded with great tactics specifically for home builders and remodelers.
Sign up here https://www2.gotomeeting.com/register/803628387
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Here’s a question that was posed to me from a couple of builders- “What can we do (right now) to increase our sales 10 – 30%?” How would you answer?
March 16, 2011 by Coach Rick · Leave a Comment
Here’s a question that was posed to me from a couple of builders- “What can we do (right now) to increase our sales 10 – 30%?” How would you answer?
Wow, that’s a tough question! I certainly don’t have all the answers so I gathered up 4 other internet marketing companies and asked them if they’d like to help me with the question. I received four energized “Yes” responses.
After some careful strategic planning we came up with a plan. Here it is…
- We’ll rebuild the websites in a WordPress platform so each builder can update their site without outside help
- The new website designs will focus on engaging prospects (web 2.0)
- Each site will have multiple tools to capture leads (our goal is to capture 5 out of every 100 unique visitors)
- We will conduct a comprehensive search engine marketing (SEM) campaign to maximize the traffic to each site
- Each new lead will be assigned to an automated nurturing program to encourage a phone call and/or site visit
- The sales process of each builder will be modified to incorporate the online lead tracking technology and the current “outlet mall” mentality of most buyers
- We’ll do it all in 6 months plus track and report the results (what worked and what didn’t)
We’ve submitted the case study to NAHB and hope to present the results at IBS in 2012.
The GREAT news for you is we’re going to share what we’re doing and learning along the way!
Thursday March 24th I’ll be interviewing Jennifer Brown from Tribal Blogs. Jennifer is a professional blogger and she’s going to be helping the two builder’s with their blogging and social media strategy.
You’re invited to the interview where Jennifer will share all her knowledge about blogging including what NOT to do and simple tricks to get your blog noticed and working for you.
What: Blogging Strategies for Builders: 7 Sure-fire Tactics for Making the Internet Work for You
When: Thursday March 24 11:00 – 12:00 PST, 12:00 – 1:00 MST, 1:00 – 2:00 CST, 2:00 – 3:00 EST
Cost: $0
Register: https://www2.gotomeeting.com/register/803628387
Happy Selling
~Rick
P.S. I’m limiting attendance to 100 so make sure you register and sign in a few minutes before the start of the program. If you’re not one of the first 100 you won’t get it. This webinar will be loaded with great tactics specifically for home builders and remodelers.
Sign up here https://www2.gotomeeting.com/register/803628387
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What can a home builder or remodeler do, right now, to increase sales 10 – 30%?
March 13, 2011 by Coach Rick · Leave a Comment
Hello New Home Sales Coach blog reader/subscriber!
One thing I absolutely HATE is attending webinars that say their going to teach you something and then turn into nothing but a 1 hour sales session. That’s why whenever I host webinars I fill them full of relevant content you can use right away. My thought is if you like what you hear and see and want more- you’ll check out my products and services. My webinars are the real deal and you can also bring and ask questions!
Below is a press release that’s going out to hundreds of news organizations early this week. I’m capping the webinar attendance at 100. Make sure you register and get online a few minutes before it starts so you don’t get locked out. You can register here https://www2.gotomeeting.com/register/803628387.
Happy Selling!
Rick
When a home builder or remodeler asks Rick Storlie of New Home Sales Coach how to sell their services today, they get a dramatically different answer than just 12 months ago. Over the last 5 years Storlie has meticulously coordinated a sales process for home builders and design build remodelers. The sales process is designed for what Storlie calls, “outlet mall” home buyers.
“An outlet mall home buyer is a person who has been conditioned to believe they can purchase a top quality item for a bottom of the barrel price,” Storlie recently commented. “If builders aren’t engaging their prospects early in their online research, they (builders) don’t have an opportunity to build value and subsequently get ‘outlet mall’ prices.”
So what does all this have to do with blogging?
Today, with nearly 9 out of 10 home buyers beginning their search for a home builder or remodeler online, a blog allows builders to educate home buyers through differentiation and transparency. “A builder can no longer tell a buyer how great they are through traditional advertising”, Storlie reflected. “However, if they give the prospect a reason to engage them during the prospect’s online research and provide really helpful, relevant content- the prospect will pay attention.”
According to Storlie, a blog does 5 things for builders:
1. Build trust- Potential buyers can see what the builder actually does, not just what they say they do.
2. Create value- A blog allows builders to differentiate their homes and services from their competitors.
3. Allows prospects to get to know a builder- Because a blog is informal, a builder can have a conversation where a prospect can get to know and like them.
4. Expand the reach of a builder’s internet marketing program- A blog adds new content to a builder’s website, integrates with their social media program and the posts can be distributed into cyberspace to help increase traffic to a builder’s website.
5. Doubles as sales follow-up- Regular blog posts create reasons to follow up with people and reasons for them to stay in touch.
Today, technology advancements and changes in consumer shopping patterns necessitate the integration of online marketing with a builder’s onsite sales process. Storlie suggests a static website, phone and even email aren’t enough anymore. He says new home and remodeling prospects are demanding more. And if a home builder understands how to leverage a blog it can do more for their bottom line than any other single form of advertising out there.
“If builders knew how to get started blogging and how easy it is, they could easily increase sales by 10 – 30%”, claims Storlie.
To help home builders and remodelers do just that, Storlie will be interviewing Jennifer Brown from Tribal Blogs on March 24th at 1:00 CST.
Brown will be offering 7 blogging strategies builders can use to immediately jump start their sales. There is no cost to attend the webinar.
What: Blogging Strategies for Builders: 7 Sure-fire Tactics for Making the Internet Work for You
When: March 24th, 2011 11:00 PST, 12:00 MST, 1:00 CST, 2:00 EST
Cost: $0
Registration: https://www2.gotomeeting.com/register/803628387
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 download Rick’s free e-book “6 Secrets to Maximizing Your Sales in any Market Revealed.” Storlie can be reached at 952-895-5566 or Solutions@NHSalesCoach.com.
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Blogging Strategies for Builders: 7 Sure-fire Tactics for Making the Internet Work for You
March 7, 2011 by Coach Rick · Leave a Comment
Blogging Strategies for Builders: 7 Sure-fire Tactics for Making the Internet Work for You
If there’s one recurring theme I hear from home builders and remodelers it’s this- “I’ve got a skeleton crew and I don’t have time to manage all the different pieces of my internet marketing plan.”
Think about it. You’re supposed to…
- Keep your website updated and add new content
- Engage in social networking
- Follow-up in a timely manner with any leads and give them RELEVANT new content
- Engage with your prospects with Web 2.0
- Expand the reach of your website through Search Engine Marketing
The secret no one is telling you is this- a web log or Blog can do all that for you AND more!
I’m thrilled to announce that I’ll be able to share an in-depth interview with a professional blogger- Jennifer Brown of Tribal Blogs. Jennifer runs a blog…for bloggers. She knows everything there is to know about blogging including what NOT to waste your time on and the simple tricks to making your blog work for you. She’ll discuss things like:
- How to realistically manage your blog
- How to structure your posts
- The best way to encourage conversation with your prospects
- How to get your blog noticed
- Tying your blog into your social media plan
And a whole lot more! Never before has the housing industry had such a specialized expert share her knowledge and expertise. The best news?
It’s FREE!
When: March 24th, 2011 11:00 PST, 12:00 MST, 1:00 CST, 2:00 EST
Register here: https://www2.gotomeeting.com/register/803628387
Happy Selling!
Rick
