This week on The Home Builder Digital Marketing Podcast, Darryl Stevenson of Arbor Homes and Elite Homes joins Greg and Kevin to discuss why home builders should understand that they are providing a service and not just selling a product.
Home builders need to know who their home buyers are, where they are coming from, and what they want during the customer journey. Darryl says,
“…know your buyer segments and where they’re coming from…to try to meet the customer where they want to be met.”
It would benefit home builder marketers and salespeople to understand what they are actually selling Darryl says,
“You’re an advisor to the person across from you. You are not selling a product. You are selling yourself and you’re selling a service and really home builders, I think if they would embrace that aspect. You don’t manufacture anything you make for the majority of your production-built single-family residential home builders. You are a service of consolidating that together for a customer and you are creating an experience.”
Darryl puts it concisely,
“You’re an advisor. You’re providing a service. You are not just selling the product.”
Listen to this to this week’s episode to learn about how home builders can make the customer experience about the product and the service.
About the Guest:
Darryl Stevenson is a Vice President of Sales & Marketing for Arbor Homes & Elite Homes. Arbor Homes is a member of the Clayton Properties Group family. Arbor Homes operates in 4 divisions between Indiana, Ohio & Kentucky. Darryl has been a sales rep, in sales management and sales leadership in the home building industry.