Are You Catering to Your Home Buyers?

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by EPalmer.

3 Ways to be more Customer-Centric in 2014

When asked, most homebuilders will most likely answer “yes” as to whether or not they consider themselves Customer-Centric. And why not? Being Customer-Centric is important, not only to the happiness of your customers, but to the long-term financial success of your company.
Not only that, but customer-centrism is huge in any industry that heavily relies on today’s ever-changing technology – we have to keep up with the times and the new trends of the home buying experience, or we will get blown off the road and fall by the wayside. But the truth is that only a handful of homebuilders have actually tailored their home buying experience to their direct customers. Why? Well, in the long, tedious, complex process of building a home, we lose sight of the big picture — of what is best for the customer. Considering the habits of today’s consumer, there are 3 distinct and crucial steps to sufficiently accommodating your home buyer:

1. Provide Useful Information

Buying a home starts with fact-finding, and there is such a thing as “too much.”  There is also such a thing as “too little,” and finding a good balance of the information you provide to your potential customer is the absolutely vital first step. It’s your initial hook. From the information you provide on your website, to the content you include on your marketing collateral, to the signs and displays you have up at your sales centers and model homes — all information provided should be trim, concise, and relevant. It absolutely has the ability to sway your customer’s decision!

2. Give Them Control

Letting your home buyer have control of the process gives them the opportunity to take ownership of their new dream home and form an emotional bond to it. Homebuilders often fall short on this step due to a lack of interactive tools provided to their potential home buyers. Today’s technology allows for most of the home buying process to be done online, just like everything else we do — from shopping for clothing, to managing finances, to dating. Not keeping up with today’s interactive online technologies could be losing your company a lot of money, and even worse: lifetime customers.

3. Provide Many, Many Options

Buyers love personalizing, and they will often gladly pay more for it — in fact 60% of consumers will spend more for a better buying experience. We are living in a time where options are everything (flash to your neighborhood grocery store). Being able to customize your car, your phone, and your home are just a few examples of the desires and standards of your average consumer today. So when it comes to new homes, being able to choose your architectural style, your dining room lighting, and your cabinet materials either online or in the design center is the standard premium of today’s new home buyers. But the good news? All of these options reinforce ownership –  the most influential emotion in making that decision to buy.

All of these steps actively engage your potential home buyer, while genuinely understanding what it is that they want. Following through and giving them what it is they want will turn them into a lifetime customer.

At the end of the day, this is the business of turning houses into homes!

 

 

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