Archive for September, 2009

Converting Website Prospects to Buyers

Monday, September 28th, 2009
Share on LinkedIn Tweet this Share on Facebook Share on Google+ Share this by email  Subscribe via RSS

A couple months ago Builder G, not their real name, decided to change the way they follow-up with internet leads. They are already a successful builder, but this is still a big step for their company and their staff. Everyone involved in this will learn how to use the internet differently, identify and follow-up with prospects more consistently, and manage their sales teams more effectively. They will make better use of Constellation’s home building software.  I hope we learn a lot as well and we’ll share it with other builders in the Constellation family. 

For most builders, the time is right to make this improvement.  There is some optimism in the market, websites have probably been neglected, more potential home buyers are getting their information online, the length of the new home buying process has increased, and many large builders are attributing their recent success to a better website sales process.

Builder G will make the following changes:

  1. update their existing website so that it is easier for prospects to obtain community/lot/model/upgrade details and provide contact information
  2. utilize one employee to follow-up with all internet prospects immediately to provide friendly information and schedule sales agent appointments
  3. utilize their existing sales system to track each prospect and ensure that only qualified prospects are provided to sales agents

Builder G hopes to obtain the following results:

  1. obtain more prospects from their existing websites (pre-registration and existing communities)
  2. ensure that all prospects are the responsibility of one person and that their marketing database is properly maintained for future prospect campaigns
  3. use the software from Constellation to follow industry best practices and track every prospect from start to finish

We’ll let you know how it goes.

Online Marketing and Prospect Follow-up Best Practices

Thursday, September 3rd, 2009
Share on LinkedIn Tweet this Share on Facebook Share on Google+ Share this by email  Subscribe via RSS

Just a quick announcement to let everyone know that the recording from our online marketing prospect follow-up session with Mike Lyon is available for viewing.

In this presentation, Mike does a great job talking about the changing habits of new home buyers and explains some practical approaches builders can follow to increase the number of new home sales.

To summarize, it’s all about:

  1. providing quick, personal follow-up for all online prospects
  2. ongoing periodic communication (e-mail, phone calls)
  3. bringing online prospects into the sales office

Fortunately, Constellation has sales and customer relationship management (CRM) solutions to help with this.  We can bring prospect information from your website into your sales system automatically, provide website redesign services, and even help builders go live with a new website very quickly. For example, Kaplan Companies and Stylecraft Builders have used our services to create some amazing websites that are optimized for search engine results.

We would like to thank Mike for conducting the webinar. He speaks with authority about the conversion rates a builder can expect and best practices that can be implemented to boost sales from internet leads. He is also the author of Browsers to Buyers:Proven Strategies for Selling New Homes Online, the home building industry’s authoritative guide on internet marketing, lead generation and leads management.

To learn more about Mike and how he can help your organization, you can visit www.doyouconvert.com.

Direct link: Online Marketing and Prospect Follow-up Best Practices

Online Marketing Best Practices Webinar for Home Builders

Tuesday, September 1st, 2009
Share on LinkedIn Tweet this Share on Facebook Share on Google+ Share this by email  Subscribe via RSS

Final Reminder – Register Now

Date: Tuesday, September 1, 2009 at 1 PM EST –
Presenter: Mike Lyon – Do You Convert?

Click here for your video invitation to this event.

With more and more new home buyers going online to begin purchasing their new home, home builders need to consider the following:

  • Search engine results and rankings are critical
  • Websites need to be organized to capture more prospect information
  • Prospect follow-up needs to happen quickly
  • Sales staff need to be accountable for every prospect
  • Prospects that are not motivated now can become motivated at any time, so ongoing communication is important

The session will be presented by Constellation HomeBuilder Systems and Mike Lyon and will feature a detailed presentation, product demonstrations and an opportunity for questions.

Important Registration Information

After you register for this session, all participants will receive an email confirmation via WebEx confirming your registration with an event URL and event password.  If you do not receive a confirmation, please contact Cathy Kotsopoulos via email or by phone at (888) 723-2222 ext 6140.