Builders: Collaborate to Increase Your Referral Rate
Have you been asked to increase your buyer referral rate — and not quite sure where to start?
Keeping Buyers Informed is Key
Any chance you saw our Solutions Blog: Homebuilder #1 Referral Driver: Keeping Buyers Informed? You can read it here.
|FieldCollaborate Is All About Communication!|
Not surprisingly, that Blog is one of our most frequently read as it kicks-off with Eliant CEO Bob Mirman’s Builder and Developer article comments: the single largest referral driver for homebuilders is how well the builder keeps buyers informed regarding the status of construction.
Information Mitigates Stress
Mirman asks us to think of the homebuying process as similar to a hospital stay. Both are stressful — yet, the stress can be mitigated by information. No one, in other words, feels comfortable in the dark.
The same applies to good experiences, suggests Mirman in June 2017 Builder and Developer. He notes the #1 driver of buyers’ Willingess to Refer a Friend is the ability to keep them informed of their status.
Collaborating to Enhance Your Communication Process
Importantly, Mirman notes, you don’t need conversation — just communication.
Buyer communication — in an organized and consistent manner — may be easier said than accomplished — and that’s where corporate collaboration can assist. Did you attend the Housing Leadership Summit in May 2018? A great session suggested collaboration is more than “working together” as it involves a commitment to structural change involving both cultural and behavioral elements.
Information is Communication
We’d like to suggest adding software to provide the tools to enhance your current communication process. CPS’ software Portals take information developed by Field Collaborate‘s construction users and WarrantyWatcher‘s customer service teams and make it available to buyers and home owners via the Internet.
No additional work required: the construction schedule is available for buyers to view. Warranty requests, status and appointments can be seen via mobile or desktop. In both cases, 24/7, anywhere/anytime!
Want to take things up a notch, become more user friendly? Go the extra step and take stage-of-construction photos and attach them to construction milestones. Add post-repair photos so your homeowner knows how things look before getting home after work. After all, your buyers have Portal access 24/7 so they’re up-to-speed as the work is completed!
Referrals Can Be Your Least Expensive Traffic Source
Referrals can be your least expensive source of traffic — and the most rewarding. Communication is a win-win as your team communicates results within the organization — and they’re easily viewable by your most important audience, your buyers.