How to Sell Builders

© 2014 Builder Partnerships

Confidential Information

BUILDER PARTNERSHIPS For maximum performance and profit.

Builder Engagement Process

Prepared for: How To Sell Builders

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© 2015 Builder Partnerships Confidential Information

Stephen Crouch

18 Years with Manufacturers Finance & Operations Residential Channel Marketing National Accounts

Vice President of Operations Builder Partnerships

Why Are Mid-Tier Builders Important?

•  Largest Builder Category

•  Innovation Drivers

•  Strong Local Brands

•  Important Customers for Trades

•  Fewer Decision Makers

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Take Away

Actionable suggestions you can use to improve the effectiveness of your builder

sales focus in 2016

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Setting Expectations

•  Can Be a Long Sales Process

•  Hard to Win, Hard to Lose

•  Up Front Time Investment

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Organization & Training

•  It’s a Team Effort

•  Everyone Has a Role

•  Coordination is Key

•  Focus on Builder’s Needs

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Creating Opportunities

•  Define Your Target Builder Segment

•  Coordinate with Marketing

•  Identify Targets

•  Research

•  Be Resourceful

•  Patient Persistence

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Selling – Bring Solutions

•  Research the Builder

•  Research their Competitors

•  Visit Job Sites

•  Talk to Sales People

•  Know Your Competition

•  Be a Resource

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Selling – It’s Personal

•  Credibility Matters

•  Follow-Up Matters

•  Do What You Say You Will Do

•  Show You Care

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Selling – Define Success

•  Understand the Opportunity

•  Be Realistic

•  Small Standard vs. Big Option

•  Be Prepared to Negotiate

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Selling – Negotiating •  Product Supply •  Warranty •  Technical Support •  Design Support •  Sales Training •  Model Home Benefits •  Design Center Displays •  Product Drawings •  Price Notifications •  Research Facility Use •  Incentive $ Amounts

Bridge the Gap Between

Lowest Price and Best Price!

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Selling – Make “Yes” Easy

•  Know the Installer Options

•  Make Sure Product is Available

•  Support Product Conversion

•  Help the Builder Promote Your Product

•  Train the Builder Sales Team

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The On-Going Process

•  Identify Sales Targets

•  Assign Responsibilities

•  Track Progress

•  Identify the Source for Engagement Feedback

•  Operational Rhythm for Reviewing Builder Goals

•  Manage Relationships

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In Summary

•  Know Your Target Builder Segment

•  Involve the Entire Team

•  Builder Focused Sales Process

•  Research

•  Follow-Up

Ques1ons and Comments

Contact Info:

Stephen Crouch Builder Partnerships 7325 S. Pierce Street, Suite 203 LiEleton, CO 80128 303.884.3365 [email protected]

How to Sell Builders

Business

Transcript of How to Sell Builders