Custom Home Building Business Hallandale FL
Custom Home Building Business
Source: CUSTOM HOME Magazine
By Paul Montelongo
You know your product. You know your market. You understand how to sell your new home but do you know your client? In the custom home building business, the sales presentation is the time when knowing your audience is as important as knowing your product because what works to close the sale for one prospect might not for another.
Here are several things to consider when preparing for those priceless moments in front of your (hopefully) soon-to-be client.
How much information do you want to share? Some prospects require specific information and lots of details. Others just want to talk about the big picture and how it affects them personally. Be prepared for both scenarios.
What type of impression do you want to make? Do you want your prospects to be impressed with your industry knowledge, your technical expertise, your skill level, or perhaps your charming personality? Or maybe you would rather they be impressed with your ability to answer their questions with intuition and insight? There is no wrong approach; it just depends on the individual clients so try to determine in advance what will work in each case.
How much time do your clients have for the presentation? Custom home clients are very busy people and in most cases will not be able to give you more than an hour or two for your presentation.