Finding the Serious Buyer Lancaster NY

Every custom builder in Lancaster 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.

Local Companies

Account-One New York, LLC
(716) 983-4047
126 Colony Ct.
Amherst, NY
Sassy Design Group, Inc.
(716) 855-0055
300 Delaware Ave., Ste. 203
Buffalo, NY
M.D.I., Inc.
(716) 632-1988
197 Belvoir Rd.
Williamsville, NY
Smart Business Club
(716) 822-5511
91 Redwood Terr.
Williamsville, NY
Buffalo Rising Magazine
(716) 400-8745
121 Norwood Ave.
Buffalo, NY
Shoulders With Style
716-874-9606
176 Knowlton Avenue
Kenmore, NY
Eric Mower and Associates
(716) 842-2233
Key Center at Fountain Plaza
Buffalo, NY
Time Warner Media Sales
(716) 854-9672
726 Exchange St., Ste. 522
Buffalo, NY
Inlighten, Inc.
(716) 685-3224
3370 Walden Ave., #110
Depew, NY
WELCOME Magazine, Inc.
(716) 839-3121
4511 Harlem Rd.
Amherst, 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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