Buyers Market.

The Art & Science of marketing Manufactured Homes. Retailers, sales people community operators and managers share experiences.
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David Oxhandler

Buyers Market.

Post by David Oxhandler » Sun Nov 26, 2000 10:07 pm

Across the country, we hear that, there are more homes being offered then there are buyers. This is not the first time our industry has found itself on this side of the supply and demand ratio. Some of us have been through the down side of the economic cycle, and have seen this before. There are companies that will do well in tight times.

During the last down turn I was in retail. We fought the recession by investing in more advertising. This seemed to be very effective during a time when the other retailers were cutting back on advertising in an effort to keep their budgets in line with their floor plan obligations. While sales were slower we were able to maintain a consistent volume, that kept our heads well above water.

What are the sales approaches and management techniques that some of you have found effective in a buyers market?

Carl Davidson

RE: Buyers Market.

Post by Carl Davidson » Mon Nov 27, 2000 7:31 am

Good point. I think in a buyer's market uit is more important than ever to make the people fall in love with your homes. If they are really in love, there are no other homes for them. How do you do this? By qualifying a lot so you know the emotions that turn them on and then making helping them see that this home is the only one that fills their needs.

The average salesperson sells 7 people out of 100 they show homes to. If the number of "ups" drops by 20%, you only have to sell 8 out of 100 to stay even, so work on your techniues as the down-turn approaches.

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