STRATEGY FOR SALE "B4 Villa Dalia"

Following the market analysis, the results obtained on competition and market positioning against the competition in terms of price, conditions and offers, followed by the most important part that should bring concrete results - sales.
In this regard will be taken into consideration several segments:
1. Identification and categorization of potential customers;
2. Arrival to potential customers;
3. Access to potential customers;
4. Presentation and sales elements that will win customer;
5. Activities after the presentations.

1. Identification and categorization of potential buyers
Before sale, we must know exactly who our potential customers are. The identification will include demographic data (age, social status, purchasing power, etc.) , the sphere of their interest, assumed with the key elements of the property they are looking for.
Potential customers for our properties will be divided into domestic and foreign.
1.1. Domestic potential buyers
Accurate identification of these categories of our potential customers will more precisely define after analyzing the collected data, including through surveys, but according to previous information the most common real estate buyers are young couples and families with children. As the main determinants of these categories we must consider the segments quality of life needed a family. Peace and quiet, seclusion from the crowds, close to schools, close to shopping facilities, recreational facilities in the immediate vicinity of buildings, green spaces near the building, lounges. In addition to these segments very important role to play and safety, both among people and such children are playing on the playground in front of the building, and their movable and immovable property.
For our sales strategy as well as the collection of information is important in order to finance any purchase in this category in most cases carried out through credit commitments from banks.

1.2. Foreign potential buyers
Under this category of customers will include potential buyers of foreign nationalities and the BiH diaspora. The reason for this distribution is the nature of the stay of both in our country. Their sphere of interest are traveling, vacations and recreational activities and a key segment in choosing an apartment is sigurnost.Naa diaspora has a relatively short stay and very essential features that will attract their attention are security doors, video surveillance of common areas, an alarm in the apartment, safe, secured garage parking etc. while foreign nationals in addition to these, the aforementioned security segments as priorities, interest and a bit more exclusive facilities, air conditioning, barbecue on the terrace on top of the building, etc.

2. Arrival to potential buyers
In addition to customers who will come to the presentation of the apartment the previous information through TV, radio, media, billboards, flyers, internet marketing, facebook, etc. We will try to win over customers in other ways. One such way is sending newsletters via mailing lists to thousands of email addresses private and business users. We will try to comeup to potential foreign buyers through embassies, foreign non-governmental organizations, participating in the events of foreign faculty in our environment and so on.

3. Access to potential buyers
Access to potential customers will definitely be the most important step in the sales and therefore on him should receive special attention. We need to lead a team to come up with potential customers can successfully communicate only if they are interested in what they are talking about. Knowledge of interest, purchasing power and preferences of our potential customers allows access to the correct way.
So we need to jointly explore the customer, his business, plans, objectives and positioning your product as part of its business or life success.

Apply two initial means of access to the two categories of potential buyers, so the domestic and foreign which does not mean that one excludes the other but will only serve as an initial draw attention. What will be shared in relation to all potential customers is that we will be prepared for all their questions so that you always give good and constructive response.
One of the sayings in sales is that people like to buy but do not like to be sold something and therefore a very important aspect of the approach will be to a potential buyer does not exert pressure, not force and do not convince.

The prospective purchaser will be given special attention and give them time to look around and questions as much as they please. For sightseeing and presentation will never find two customers together so it is necessary to keep track of scheduled visits and that each potential buyer separated eg. An hour or hour and a half to make sure that we will not be in a position to urge them.

In communication with potential customers three things we must always keep in mind;

a.) The prospective purchaser want to help you find what you want;
b.) With a potential customer we explore the opportunities and give suggestions;
c.) The prospective purchaser recommend content that best suit their wishes.

According to potential buyers act as sales consultants rather than as salespeople and never rush and do not convince to decide, and when they decide will convince them that this is part of their success, good decisions and so on.

When talking about the price we will use the previously defined higher price than the actual selling price in order to be able to offer a discount. Discount offered by the potential buyer will say that we in the management of the company to try to get a lower price m2 for npr.5%.
As bonuses in sales we will be offering a previously defined content-type air conditioners, installation of an alarm or a complete alarm in the apartment, safe, card door opening, dryer, video surveillance of common areas etc.

Furnished apartment Demonstration
As part of the sales activities is planned completely arranging a demonstration of the apartment. The apartment will be one showroom of furniture that will equip it with luxurious furniture prices and customers can order it.

Group presentation

Schedule presentations with potential customers is done in person, by telephone or written proposal.
The presentation will be well prepared, from the start we will attract customers' attention and create a good atmosphere, at the beginning we will briefly present and we will not talk long about MBI Company and history, we will focus on the things that they are there. We will use the advantages of advanced technology, audio and video presentations, 3D models and the like. The presentation will be tailored to the needs of customers who are presenting. We will use accurate, relevant and up to date information. It will be planned in time and content of the presentation, we will show the reasons and benefits of buying an apartment in the house B4. We will propose ways of financing. We will monitor non-verbal communication, not to miss the signs of interest in the purchase. We are putting the questions because it keeps the viewer's attention.

4th After-sales contact
Before or during presentations to prospective buyers fill JavaME previously defined customer profile with personal information, address, phone number, cell phone, email address etc. That enters the base of potential customers. After the presentation we contact them to inform them about additional free amenities, discount, send mail with recent photographs etc. If you have opted for another apartment we will come to informacijja what is it that is decisive in the decision to purchase.
If the decision is still in our apartment, we will also keep them informed on the progress of construction with photographs if the apartment was not completed and if the completed about the details of the documentation, immigration etc.
The aim is therefore activities after the presentation to show concern and to acquire such an impression on potential buyers of which could result in further recommendation.











FREQUENTLY ASKED QUESTIONS ON to be ready:

Issues related to price and payment:

Can I get a discount?
Why is it so expensive apartment?
Can we pay in installments and for how long?
Can you tell us something more about credit financing?
Do I have the extra cost? (notary, shore electricity, etc ..)

Issues related to the characteristics of the apartment:
What are the materials used? (kind of tiles, flooring, walls, paint, locks, drinking fountains, etc.)
Size? (apartment, individual parts in an apartment)
Structure? (Ity, no. Bathrooms, balcony, etc.)
The number of floors?
Water supply and sewerage, electrical installations, postal, gas and heating system?
Lift and parking?

Questions about the company:
What are your achievements so far?
How manycustomers are satisfied withyour homes, can wecomein contact with them?

Questions aboutthe site:
Whereis the nearesthealth,education, religion andshoppingfacilities?
(to know the distanceof theobjectandhow long it takesto get there)
Whywould you buy/laapartmentonlocationLuzanskofield?
How far is thecenterof the cityandhow muchtime does it taketoget there?

Typical questions:

Howis thespaciousgym,how manydevicesare there?
Whenthe facility will beready to move?
How manyapartmentsfromthe buildingB4isalreadysold?
Can Ibook agarageorstorage roomnowandpaythemlater?