At the end of the day, what are the good sales methods for new buildings?

Post-sale refers to the total number of remaining units when the sales rate of real estate reaches a certain low proportion value.

For developers, most of the late sales are precipitation profits, and the speed of late sales determines the profit index of a project. For real estate projects, the real senior trader is not a person who has the ability, ability and method to solve problems, but an invisible person who sniffs out problems, avoids problems and solves problems in advance; The former gets twice the result with half the effort, while the latter gets twice the result with half the effort.

(1) The best policy: a good beginning leads to a good ending, and the early stage of elimination is the highest state.

1, product. Create high-quality products and eliminate the late stage on drawings.

2. marketing. In the face of inevitable defective products, before the project enters the market, it is necessary to make a good response strategy, match the pros and cons, and strictly control sales. We will launch these products in batches, resolutely mix and match, and digest these products in the early stage through clever pricing.

(B) China strategy: marketing diagnosis+fine marketing.

Although we can recognize mistakes and find problems, it does not mean that we can definitely solve problems and save the decline, but it is the starting point for solving problems. Whenever there is unsalable sales, we should sort out the product and marketing process of the whole project from the beginning. The problems in marketing are mainly reflected in: disordered housing sales, wrong price positioning, and failure to retain superiors by forming price barriers.

1, the market develops in stages, new houses drive old houses, and value depressions are formed through real price differences or clever price haze.

2. Aggregate resources and put them on the market as a whole. Large developers who developed a large number of real estate projects in the same period have dozens of sets left in each plate and hundreds left in the plate. At this time, we can integrate many factors such as housing, promotion and promotion, open a supermarket and package the later market as a whole.

3. Find out the advantages according to the product status and reposition the target customer base. For example, the multi-storey duplex without elevators, although it is hot in Leng Xia in winter and tiring to climb stairs, has a wide field of vision and fresh air, which can be vigorously promoted for young home buyers.

4. Improve and optimize products, including hardware and software. More efforts should be made in software improvement. For example, greatly improve the overall quality of real estate, increase supporting services, enrollment indicators, optimize the landscape environment, and upgrade the property.

5. Small-format high-frequency advertising promotion mode. Although there is no need to invest a lot in advertising communication in the later period, it is actually very effective and cost-effective to fully tap some small pages with high cost performance.

6. Word-of-mouth communication and customer relationship marketing (commonly known as "customers bring customers"). After any real estate is delivered, the old customers who have already settled and moved in are the most important, because their word of mouth is the best way to spread the project and the most important promotion media, and their words are better than ours. On the basis of serving them well and keeping emotional contact with them, we will mobilize the enthusiasm of the old owners by giving gifts, cash, management fees and other incentives, so that "customer relationship marketing" can contribute to the end of the building.

7. A considerable part of the stock is already a product that has become an existing house after delivery. All the advantages of existing homes are the advantages of later sales. There will always be "urgently needed" buyers in the market, such as demolition and marriage. Buying and living at this time is definitely the first selling point; If you have confidence in the level of residential property, you can sell property and experience; (3) If the quality of people in the community is high, then selling people and neighbors, some people especially recognize this.

8. Seek new value-added selling points with the help of the general trend. For example, the macro supply of the market is decreasing, urban planning is turning, large-scale supporting construction of cities (parks) and the opening of main roads. , will have a greater impact on real estate sales. Macro trend is the most important factor to promote the appreciation potential and investment value of real estate, and proper speculation and follow-up will promote the smooth digestion of late trading.

(c) Worst policy: price war

There is no house that cannot be sold, only the price that cannot be sold.

1. If the stock is small and eager to pay back the money, you can obviously reduce the price and attack at a special price;

2. Most of the late sales should not adopt the overall price reduction and discount method, and obvious discounts must be made for different products;

3, high price and high discount. According to the trading rules, after the normal operation of the property is sold, some high-priced units will inevitably be produced. For the later period, you can compare the high-priced units and even the king of the building to set the price, and then launch a shocking discount, which is especially suitable for the late sales of large-scale high-quality real estate;

4. Implicit price reduction. Through some flexible ways to deal with it, such as reducing or paying down payment, sending decoration, furniture and household appliances, sending property fees, sending club consumption cards, sending gardens, sending cars or houses, sending venture funds and so on.

(d) Other strategies: special ways

1, top debt. This trick is most used by developers, and many of them can't be sold.

2. Mortgaged to the bank, and some money will be used for other project turnover.

3. Low-cost group purchase and resale to other developers for relocation.

4. Lease method. Idle is idle. If you can't sell it, you might as well rent it first.

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