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
Eric Mower and Associates
(716) 842-2233
Key Center at Fountain Plaza
Buffalo, NY
Buffalo Business First
(716) 541-1600
465 Main St., Ste. 100
Buffalo, NY
GARP Enterprises, Ltd.
(716) 854-7541
172 Lake Street
Hamburg, NY
Buffalo Spree Publishing, Inc.
(716) 783-9119 ext. 2220
100 Corporate Pkwy., Ste. 220
Buffalo, NY
Shoulders With Style
716-874-9606
176 Knowlton Avenue
Kenmore, NY
Manzella Marketing Group Inc.
(716) 681-6565
80 Sonwil Dr.
Buffalo, NY
Bee Group Newspapers
(716) 204-4937
5564 Main Street
Buffalo, NY
The Buffalo Criterion
(716) 882-9570
623 William St.
Buffalo, NY
Slosson Educational Publications
(716) 652-0930
538 Buffalo Road
East Aurora, 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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