|CPS CRM provides data to populate this interactive map!|
Home Shoppers Expect a Self-Service ExperienceIt's well worth a listen as it addresses why builders and developers need to add interactive technology to their sales/marketing process: their home shoppers expect a self-service process.
It's that simple!
Oliver provides an interesting research stat: 76% of consumers have a better experience when the sales person is armed with technology. And, those stats apply regardless of whether your home shopper is a Millennial or a 55+.
Yet, Oliver mentions, many sales agents don't take advantage of the tools to provide this enhanced buying experience! CPS has been developing interactive touchscreen presentations for over 10 years and we have some ideas to share that will help you develop a more effective set of tools so your home shoppers will start the journey to dream and imagine their new home!
Build a Strong Foundation to Promote Effectiveness
Meredith touched on an important thought in her BDX talk: how many times have you walked into a business and the technology wasn't being used?
We'll be talking about ways to maximize the value of your interactive presentation's investment over several blogs; here we'll focus creating a foundation for an effective presentation -- that's used by your agents and home shoppers!
Corporate Collaboration Improves Efficiency and Buy-In
Oliver mentions she's a "tactician" implementing builder's dreams; CPS has particular experience in digital signage. We've found 3 key items contribute to establishing the foundation for a successful self-serve experience:
- Collaborate on objectives and design: The 2018 Housing Leadership Summit focused on corporate collaboration. It doesn't make sense to drop a new tool into sales offices without considering cultural and behavioral elements. The more people involved in the initial stages, the more buy-in and desire for success! And, you'll need to provide training to provide everyone with the details as to why you've incorporated interactives at the sales office and how to effectively utilize them in a sales presentation.
- Build-in meaningful hardware management: We've all run into situations where we've heard: our system is down! Yet, you can take steps to make those days few and far between: automated hardware management so Maria doesn't turn off the system and Ted doesn't know how to turn it back on; remote monitoring systems so a tech team can analyze issues remotely and make changes long-distance, as well. Get rid of the housekeeping, in other words!
- Incorporate integration: In a recent Builder article, Hyphen Solutions' Felix Vasquez suggests that automated connectivity results in a more efficient home builder production environment. Why not have your CRM or inventory management system provide unit status and pricing info (vs. having a sales agent manually input)? Maximize tools already in-house to provide consistent information without manual intervention.