Finding the Serious Buyer Ithaca NY

Every custom builder in Ithaca must qualify prospective customers in order to determine whether they are serious buyers. It's a tried-and-true way to streamline the sales process and save valuable time.

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Ithaca, NY
Cariba
(607) 273-5012
969 Taughannock Blvd
Ithaca, NY
Vector Marketing
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Ithaca, NY
Media Marketing & Advertising Inc
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Latin Marketing
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Finger Lakes Media Strategies
607-280-3840
159 Snyder Hill Rd.
Ithaca, NY
Ithaca Downtown Partnership
(607) 277-8679
171 E State St
Ithaca, NY
Cariba
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969 Taughannock Blvd
Ithaca, NY
Gcr Communications
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553 Winton Rd N
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Gumperson Services
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81 Springhurst Rd
Bedford Hills, NY

Source: CUSTOM HOME Magazine
Publication date: September 1, 2007

By Paul Montelongo

Every custom builder must qualify prospective customers in order to determine whether they are serious buyers. It's a tried-and-true way to streamline the sales process and save valuable time.

Below are five key issues that need to be addressed before a sale can be made. With some prospects you will need more time in certain areas, but for the most part you can adequately qualify a prospect in about nine to twelve minutes of direct questioning.

Location. Simply ask, “What area of town would be best for your family?” Further determine if the community or location you are offering suits their needs. Better yet, help them realize that your houses will suit their situation, lifestyle, work habits, etc.

Timing. By having a conversation about when the prospects want to buy, you can determine how serious they are, if you have inventory available, and what it will take to move the process along at the right speed. It also relates to their degree of urgency (or lack thereof). Ask, “Provided that we have a home to match your needs, when will you make the move?” Also related to timing is the need to have an expeditious transaction. Many sales are lost because the builder did not correctly perceive the importance of making the sales transaction a seamless event.

Click here to read full article from Custom Home

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