Presented at the 2017 International Builders Show by Meredith Oliver, Evan Carroll, and Stan Phelps.
An indestructible sales and marketing strategy in 2017 recognizes one vital element: customer experience is the new marketing. In fact, new Gartner research indicates that nearly 90% of companies will compete based mainly on the experience they create for buyers. SPOILER ALERT: The sales strategies that brought you success in the past will be far less effective going forward. This Master Session examined each stage of the buying-journey and recommends opportunities to add value and exceed customer expectations throughout. Attendees discovered how to create a complete sales and marketing blueprint that marries digital marketing, social media, selling skills, and customer experience into one unstoppable process resulting in more leads, traffic and sales.
46. 12 Types of Purple Goldfish
1. Throw-ins
2. In the Bag/Out of the Box
3. Sampling
4. First / Last Impressions
5. Guarantees
6. Pay it Forward
7. Follow-Up
8. Added Service
9. Convenience
10. Waiting
11. Special Needs
12. Handling Mistakes
60. • Define where you build
• Preview homes under construction
• Offer pricing information
• Sell your company story
• Establish your credibility
• Persuade why choose you
Does Your Website
111. SatisfactionLOW HIGH
7 8
Extremely
likely
Not at
all likely 10 2 3 4 5 6 7 8 9 10
10 2 3 4 5 6
DETRACTORS
9 10
PROMOTERS
“How likely is it that you would recommend “Company XYZ” to a colleague or friend?”
PASSIVES
Net Promoter Score is trademarked by Bain & Co and Satmetrix
NPS = % Promoters - % Detractors
= 60 - 20
= 30 - 10
= 20 - 30
40
20
-10
NPS: Net Promoter Score