How to Sell Design-Build Services to Today’s Custom Home Buyers
Tuesday, February 27 | 4:00 - 5:00 PM
LVCC - West 204
What It's About
How do you give a prospect a price, let alone make a sale, for a home that hasn't even been designed yet? HINT: Successfully selling design-build services comes down to process, not transaction. In this session, learn the step-by-step system one custom builder has put into place to educate customers and eventually turn inquiry into action. Explore preliminary agreements that help identify fit, intermediate pre-construction agreements that address design and budgeting, and construction agreements that are easy to navigate and set clear expectations when the client is ready along with schedules spreadsheets and checklist that make the whole system work. For those who sell high performance specifically, we’ll also share tips to avoid boring your prospect with the geeky building science knowledge and instead show them the true value and benefit.
What You’ll Learn
- Learn how to qualify prospects to identify if they are a design build client.
- Uncover a system using a pre-construction agreement that separates the non-construction activity from the actual project.
- Find ways to convert the prospect into a client by using the preparation accomplished during each stage of the process.
- Identify strategies to make high-performance much more than science and statistics to the client.