Sales Tips
Selling to Homes and Residential Real Estate Businesses
There's no question that homes and residential real estate businesses are major players in a growth industry -- and that makes them attractive to entrepreneurs who are eager to get in on the action. Here are some of the things that are required to sell to homes and residential real estate businesses in today's marketplace.
Over the past several years, homes and residential real estate businesses have experienced moderate growth rates compared to other businesses.
Frequently, successful businesses reach their goals through the consistent application of proven selling concepts. That's especially true in the homes and residential real estate business industry where careless mistakes can translate into losses in market share.
How to Communicate Your Message
Messaging is an important part of a successful sales strategy. Muddy messaging dilutes the sales cycle and makes it difficult for prospective customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a coherent strategy.
The next step is to reduce your contact list to the contacts who are most likely to respond to your messaging. Although there are multiple ways to generate leads, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian specialize in providing targeted lists of homes and residential real estate businesses that can be tailored to meet geographic and demographic criteria.
Putting It All Together
Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to homes and residential real estate businesses. It's often a combination of techniques that seals the deal.
Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.
Product Knowledge Is Critical
The truth is most homes and residential real estate businesses aren't interested in middle of the road products. Before they make a purchasing decision, they want to know everything there is to know about your product.
In this industry, differentiation can be the deciding factor in conversions. It's critical for your sales team to be knowledgeable and informed. If you're selling a service to homes and residential real estate businesses, your sales force must be intimately familiar with the features contained in your service agreements and be prepared to resolve customer concerns during the sales cycle.
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