Thursday, May 15, 2008

Making a Sale Everytime Isn't Desirable

How’d you like to close the sale everytime you met with a customer? Sound good? Not so fast.

I mean really close every customer you meet – not just on the next contact but an actual deposit and agreement. Think you’d like to be able to do that?

Well you might be able to actually do it from a skill and technique level. You might even be able to do it from a pure desire level. However, you don’t really want to make a sale to every single customer you meet.

Allow me to explain. In the first place if you literally sold a home to every customer you met you’d either be too busy doing all of the selections, finishing the paperwork, and processing the mortgage applications that you would have little time available to see any more customers for a while, or you’d soon be sold out of everything you had available.

Then in a realistic sense, not everyone will like what you build or what you’re selling or be prepared to make a decision. They may just enjoy looking and never buy anything – from you or anyone else.

In a more practical sense – particularly if you’re selling new homes – there are some customers who present too many challenges to make the process enjoyable, even if they like your homes and want to own one.

In some cases, customers are so difficult to work with that you will eventually give them back their deposit and cancel the sale (or wish that you could). When that isn’t possible, you will find yourself on a daily quest to satisfy all of their demands for perfection in the new home – both during construction and after delivery.

So as enticing as it sounds to be able to make a sale with every customer, be wary of those who shouldn’t be your customers and let them buy from someone else.

Set your sights on selling nearly all of those who like what you offer and like the way you do business.

* For more information about consulting and coaching services visit my website
stevehoffacker.com

Saturday, May 10, 2008

Are you ready for voice mail?

We’ve all received voice mail messages, and you probably have received voice mail messages from companies that were intentionally delivered as such.

I mean that no one was actually making the call, and had you been there to answer, the call would have ended – I know because I have experienced this.


The whole purpose of the call was to leave you a message. Before the call was ever made, it had been carefully prepared, scripted, and recorded to be broadcast to you and possibly dozen or maybe even hundreds or thousands of others.

Its advertising message, solicitation request, or call to action was intentional. This was not a call where someone was winging it. There were no “ums” or “uhs” or "ahs" unplanned pauses. The message was probably not rushed but neither was it drawn out.

Here’s my point, when you call to reach a customer – whether you have a scheduled phone appointment with them or not, and whether they are expecting you to call or not – be prepared.

Obviously you want to speak with your customers rather than just leave a message, but you may not be successful in reaching them.

I’m not a fan of leaving message after message, but a voice mail message on the initial post-visit contact and on any call where you and your customer had discussed a specific time to talk or the likelihood of you calling is in order.

Therefore plan for this possibility.

Before you ever place the call, ask yourself what you would say if you got their machine instead of them.

Briefly rehearse your message so that it makes sense and doesn’t sound like you were caught off-guard and unprepared. Then deliver it with confidence and energy that conveys that you are mildly disappointed for not reaching them but that you are looking forward to actually speaking with them and are excited about their interest in what you are offering.


Then you can suggest that you will try calling them again. Asking them to call you probably is not going to be productive.
You can choose to forego leaving a message altogether and just hang up as soon as you hear the voice mail greeting. However, if you do decide to leave a message, don't stammer through it and regret what you said or the way it sounded. Have a plan.

For more information about my consulting and coaching services visit my website stevehoffacker.com

Thursday, May 8, 2008

Meeting People Is Easy – If You Are Willing To Try

The key to making sales – in addition to having a great, competitive product – is having sufficient customers for your product. Of course, one of the ways to attract new customers is through advertising.

Another way – and my favorite – is self-generation. This requires work, and may take a while before you see a return so you may need some advertising in conjunction with this.

The premise of self-generation is that the salesperson (who could be the builder or owner if they are doing their own sales) is responsible for producing new leads from which to make the sales the company needs to stay in business. In an ideal sense, the salesperson would produce all of their own leads and not rely on any additional advertising or promotion.

So if self-generation is to occur, where does it begin? Start with the obvious – people you know, regardless of how well or for how long you have known them. This includes friends, family, acquaintances, former customers, referrals, and professional contacts.

Then we expand to those people you haven’t yet met – strangers. For most people, this has the most potential.

How do you meet strangers? By being available.

Today in the airport, I met several people that I had never seen before and learned more about them than their name and where they’re from. How did this happen? By being available and interested.

If you are willing to meet people and willing to have a conversation with them, you will meet new people.

Remember the goal of meeting people is not to make an immediate sale. It’s the foundation of a budding relationship that can build into a sale or a referral. I said it was work, but this is a great way to be responsible for producing more of your own traffic.

For more information about my consulting and coaching services visit my website
stevehoffacker.com