IBS 2020 Master Workshop: 10 Ways to Shorten the Buying Cycle
Research shows that the longer someone stays in the buying cycle without making a purchasing decision, the less likely they are to buy. Long buying cycles are good for absolutely no one. To make matters worse, many builders follow practices that unnecessarily elongate the process.
In the NAHB International Builders’ Show® (IBS) Master Workshop, “10 Ways to Shorten the Buying Cycle,” industry expert presenters, Jeff Shore, Will Duderstadt and Ronda Conger, will put on trial many "sacred cow" sales practices, such as lot listings on websites and overly detailed brochures, and examine more than 10 new ideas to counter out-of-date practices.
In this three-hour advanced session, you will:
- Examine the research behind buying cycle time and understand why it's important to shorten this in today's competitive market.
- Discuss common practices that are outdated, such as advertising incentives, home of the week boards and price sheets, and how these actually elongate your cycle.
- Explore new tactics, such as interactive floor plans and creative video techniques, that help shorten the cycle and increase your sales.