Published on April 5, 2019
A recent Professional Builder article unveiled the latest indicators of online sales success for the new home industry. And it’s no surprise that as home builders and developers analyze their data and improve their campaigns, some benchmarks are getting higher. Here’s a recap from the article:
Understanding the buyer’s funnel and your conversion numbers is critical to getting the most from your sales and marketing campaigns. A CRM for new home sales can help at each stage of the funnel to understand your numbers and improve them. Here’s how:
Online shoppers discover new home communities through a variety of channels, including company or community websites, listing directories like PCR, and social media sites like Facebook. The key to success with all these sources is capturing lead information automatically and seamlessly. Your CRM should:
With these automated steps, your lead has already had their first touch point and the sales process is well under way.
Here is where the magic of CRM happens —the follow-up process. Each online lead is valuable. And each should be treated that way. When online leads are carefully nurtured, they can become a steady engine of revenue for your sales team. In fact, according to the Professional Builder article, an online prospect who keeps an appointment is more likely to convert to a sale than a walk-in prospect. Here’s how a CRM can help during this phase of the buyer’s journey:
At this point in the buyer’s journey, the sales team has collected valuable information about the prospect. By recording this information into a central CRM system, everyone on your team has a better understanding of the prospect and can send him/her relevant information. Here are some other ways CRM can organize information at this phase:
Home builders and developers are beginning to understand how much online leads can positively impact their bottom lines. It is an investment, however, and the right people, processes and program must be in place to fully leverage these leads. A CRM system is an integral component of any successful online sales program.
Lasso is the leading provider of cloud-based CRM software designed exclusively for new home marketing and sales. Home builders, real estate developers, and new home agencies use Lasso CRM to radically improve lead management, convert more prospects to buyers, and sell their communities faster, easier, and more profitably. The company’s software is deployed on thousands of diverse residential developments including single family and master-planned communities, urban high-rise condominiums, suburban townhomes, and global destination resorts. Lasso CRM is designed for ease of use and rapid deployment to maximize each client’s ROI while reducing their technology and financial risk. Lasso is a privately held company headquartered in Vancouver, Canada. www.LassoCRM.com.