In our previous article (Part One), we detailed why clearly laying out all of the decor options is imperative for your homebuyers so they understand why they are making these decisions now and what the benefits of doing so are. 

The more they know, the better

Keeping your clients well-informed is one of the best practices you can do to close the sale. Don’t let uncertainty be what’s holding your homebuyer back. Here are two types of uncertainty to look out for:

Uncertainty due to lack of clarity

Without clarity, your homebuyers will likely be unable to commit to the sale. In the business of decor sales management, it is crucial that everything is clear and simple to understand. Make sure to check in with your homebuyers frequently, asking them if they have any questions, and thoroughly go over any processes that might be a little complicated.

Uncertainty due to multiple options

Doubt can also result from your homebuyers feeling overwhelmed in the decor sales process. By providing a curated decor sales program that’s well thought out to meet the needs of the demographic, you are limiting how much choice homebuyers must consider in the first place, eliminating some of the guess work. Guide them through this process by offering your expertise on value-add selections that will suit their needs. You don’t want your homebuyers to feel fearful that they are making the wrong choice.

Make the homebuyer understand the financial meaning of their investment

You have successfully created desire for the options and have given measured reasons as to why these choices should be accepted during the pre-drywall stage. By identifying the benefits, your homebuyer will move from unsure to a confident “yes!”

Managing custom upgrades is not an insurmountable task. By following these steps, you can make the perfect sale that will leave you and your homebuyers happy and satisfied with their decisions.