Just received a sales medium-term projects, the disk volume is not very big about 50% have been sold, but it has little to source it! How to engage, headache! Please help
real estate Disadvantages: 1, units in general, no features, high-rise residential;
2, higher prices, and around the new real estate price range;
3, there is no alternative housing is basically a good position.
real estate advantages: 1, good location, near the commercial facilities, services, facilities, transportation facilities;
2, total sales of pre-publicity enough, and the city real estate industry, households are aware of the overall basic construction;
3, real estate has been capped, can be admitted in mid-2008, is subject to existing homes sales. A
Members of Friends of experts offer advice on strategy, brainstorming, a lot of help!
answer:
advantages:
1. lot better
2. has a certain reputation
3. quasi existing homes available for sale
Disadvantages:
1. remaining availability position difference
2. customers less
preliminary judgments:
1, the project located in the center or the center of the edge
2, recently increased the amount of the surrounding real estate market, competitive
3, into a larger pre-promotion expenses, beyond the advance, leaving the latter part of the project costs less promotion.
One problem: do not pin control
performance: only 50% of sales, there is no remaining good units.
suggestion: do a good job marketing the remaining volume control. Now that sales are already experiencing difficulty, as the most difficult first units are sold first be sealed, since these units are now no longer marketable, it should temporarily not for sale. Seal it can be done after the hot, while reducing the customer purchase decision.
Second problem: reasonable pricing
performance: 50% of sales, there is no remaining good units. Unit price is not opened between the
recommendations: the remaining units to re-formulate a reasonable price list, in line with the landscape,UGG bailey button, location, orientation and other factors.
question three: a lack of fresh real estate
performance: no source (do a promotion, no phone calls, visits traffic? or sales in the natural state does not call, visit volume?)
suggestions:
1, re-let the market find a stimulating point of excitement. For example: the concept of main potential of existing homes, the main selling concept (and the marketing control combined)
2, re-packaging: Can a floor of a building are packing? F Wang, couple buildings, golden floor, and of course the whole concept of positioning to be consistent with the eye-catching, this objective was to re-market incentives, to avoid the project gives the impression of old age and old age.
Other suggestions:
sales,
1, units for the poor, the re-sale of rhetoric, of a house to analyze the advantages and disadvantages;
2, control the number of houses in pushing the case, so that recommended dozens of salespeople focus on a house, should not have sky net;
pathway:
1, did not know I do not know whether prospective and existing homes, the selling point for the formation of differentiated competitors; advice and local cooperation in high-end wedding photography shop, customer resource sharing. Married couples by an urgent need for marriage room, which can move the project in 2008 the advantages to attract these customers. Of course, this proposal is for small and medium units.
2, using the old owners: take-off means off.
promotion: a small body determines the amount of the limited marketing costs, which requires the project to strengthen the targeted promotion of late. Recommendations of previous customer transactions and find customer focus, such as: location and other advantages, focus on promotion.
price: so many of the remaining volume is not recommended price. Can slightly increase the prices, give owners the confidence to buy early so that they helped a bit of advertising? (This move with caution!)
problem II:
Hello everybody, there is now a real estate, please take a look at how to position?
project is located in the coastal province of a county-level economic development zone, the distance belongs to class only 14 minutes from the city center, and far from the county-level city.
the size of the economic development zone around the cement plant, dust pollution is very serious; traffic in the provincial highway, high-speed through traffic carrying capacity although the large, but no bus pass, only the inter-district car passed, transport costs are relatively high.
project planning construction area of 400,000 square meters, while the Economic Development Zone of the population at 2.8 million. From the project to the nearest town is also 1.5 km. Real estate in the current fragmented state Economic Development Zone, only local developers in town from a Western construction of an east, almost no landscape, supporting all, rely entirely on the support the town.
ask how to locate the project,UGG boots, how to solve the pollution problem? Customers how to position the project?
added within the same: two generations of local residents generally live together, the main demand for units Sanshiyiting ,80-100 square meters, total tolerance of 8-10 million, repayment capacity of 600-1000 per month, the development area businesses to heavy industry, consumer groups are primarily local private property owners in town and the surrounding villagers, and some native administration and institutions, relatively slow economic development zone.
plans to use 5-10 years than the current size of the zone to double the area above the resident population of 5 million, fiscal revenue exceeded 150 million yuan. Planning area of 30 square kilometers, 10 square meters per capita public green land per capita living area of 25 square meters.
answer:
do not know the status of land should not start. When the net inference.
do not know the economic indicators. Market operations under the county-level experience, floor area ratio should be controlled at between 1-1.5. 1 The following floor area ratio, expected to be difficult to obtain approval report.
floor area ratio calculated in accordance with 1.3, the total building area of about 52 million, to accommodate a population of about 2 million people.
do not know the implementation of the policy, in accordance with the 70/90 principle.
1, customer orientation:
to digest such a large body of completed projects around the customer, county, prefecture-level city customers should be inclusive, wide net;
such a broad customer orientation, that has been lacking. No way, if you rely solely on the surrounding customers, and that there is the difficulty of the project.
Therefore, the project's customer orientation is: are we all have the potential purchasing power segments.
customers around the proposed project prior to the county market, customer oriented, especially in the vicinity of various types of factories all households. Main ground-level post-market customers.
2, product positioning:
general principles:
expand the project scope of radiation, lower barriers to entry segment;
low, medium and high-end products are involved.
1) product type combination proposed
First of all, to consider the possible form of products, product mix, including:
n all multi-storey
low-density residential multi-storey + n
n + multi + small amount of small high-density residential, high-rise
taking into account the small level of resistance in the county-level market, and profit, I suggest the case is not used.
the same time, in order to attract the county, prefecture-level market, customers, and profit needs. Developed in the late part of the proposed high-end properties. Therefore, the proposed use case: multi-+ low-density residential.
2) phased development proposals:
development of the proposed project is divided into 4-5.
one to multi-based, lower unit costs as much as possible, a ladder can be three or even four units of a ladder. Market prices for the local minimum, pre-order price as the killer, gathered popularity. Around the main customers. Meanwhile, with the progress of the works, business started, relying on its own infrastructure, inadequate support to resolve the situation around. Give customers confidence.
II and III, is still multi-based, mid-range products. Customers may include part-level market customers. County-level city-based customers.
four, five, low-density residential, can include houses and villas. Separately into the area, planning and clearly segregated from the previous period. Through the price advantage, to attract segments, such as Customer oriented to prefecture-level city.
3, to promote the concept:
the concept of pre-main Whether the general concept is to
4, channels:
in the county-level cities, prefecture-level city set up a second sales office
cell bus;
attention to buy: a nearby factory
5, Others:
solve the problem of pollution, did not think a good way, as far as possible in the community grow tall and strong adsorption of trees, shrubs.
the above thought, just a more general ideas, do not know whether the right? Welcome to master Paizhuan.
issues:
less and less supply of urban land, increasing land prices, the Government should pay attention to performance, more and more urban high-rise buildings. And also the urban development trends. However, the question of perception one thirty cities will be difficult to accept. In the following areas:
1. top is new, ideologically unacceptable.
2. high property costs higher than the multi-storey.
3. high density greater comfort than multiple layers.
4. high-level general use is low, pool area and more. I do not know you
policy when senior members in the sale of any good way, please suggestions.
answer:
simply my personal opinion, for your criticism.
individual is not recommended to do in the top three cities for two reasons:
1, the high cost of high-level Jian. If calculated in accordance with 18 stories above the high-level, multi-unit cost than high-rise 500 yuan.
2, but not as small high price. Third-tier cities as many reasons as you say, great high-level resistance to price increases the lack of space.
other words, spend more costs, but selling the same money, but also risk.
you may ask, do not build high-rise, floor area ratio to be less than, the profit is not losing it?
Actually, this is the third-tier cities are not necessarily. For example, a small high earn 2,000 units, while a high-level units only make 1500. So, a unit can earn 1.5 units of small high-level price. If the standard floor area of the same, 11 story high-rise to earn high profits equivalent to 17 layers.
other words, the third-tier cities, sometimes for less volume but more profitable rate. In particular, the project has the absolute advantage of the lot is not the case.
course, this problem is not absolute, the initial Pailie need to look at the product and issue a general estimate, find the building area of the point of integration with the product form.
some of the current three-city developers, in pursuit of profit and risk-averse, generally regarded executives on the project's final phase, when the hopes that people will accept. As for the outcome, have to be tested by the market.
As a way upstairs, said, Multi-level lower than that if sold, then the high profits should be small, closely rely on a benchmark of high-rise that is the pull back.
If the landlord of the project is not out of the lot advantages, the proposed plan be modified. If the plan can not change
, then work hard on the packaging, very much agree with
In addition, the added value in the project and work hard, learn about the practice of Vanke's top units, air courtyard, the use of units, increased light side, efforts to create comfort.
humble opinion that, to welcome you master Paizhuan.
issues:
project in the central county (county economy in the province is 10) County Center, is currently in the demolition. . . About 5 million square meters of building area, floor area ratio of 5,
level has two real estate companies in the sale, the highest is 26 layers, so the project preparation made up of 28 layers.
key is the county seat on the top, super high degree of acceptance not so much to digest the amount of it, so when we launch real estate other real estate executives have Several digest those customers out.
ask you what opinions Masters: The Unit design, structure, sales, refined decoration and so on. . .
welcome to speak on, thank you! TKS A LOT!!!
answer:
halo, the county seat of 28 layers. What is the nature of the land? Tentatively by comprehensive land.
do not know the county-level city on the high degree of acceptance, according to Lou Zhu information provided by the county now has two real estate market in sales, the current high level of acceptance should be at the training stage.
1) Guest on: county-level market for high-level acceptance of a limited number of segments, if the project's target customers will be limited to a certain type of crowd, the number of customers will encounter a bottleneck. Therefore, the proposed project target customers the coverage should be broad, with the reasonable size to distinguish. Small size, medium and large size have the balance.
2) price: that the key to the project in addition to customer issues, there is a price issue, the top layer determines the 28 unit cost is much higher than the high-rise, multi-layer, than multi-unit cost is more than about 2000. To achieve the desired profit developers, the sales price may be greater than your number of layers. So need product support.
3) the product: do not know the county where the landlord, 70/90 of how policy implementation. Two buildings in the proposed project, Gemini. Which one, the lower five floors do hotels ,6-12 level for the small family apartment, to meet the 70/90 policy, decoration or to determine the 13-according to the market to do two 28-story ladder four 90-130 design, units can Vanke reference design practices. Villa top the air can be done, but to pay attention to property law.
. Another one, the lower two floors to do business (if the street), is also a small apartment above the ordinary residential apartments with a combination. Note the use of conversion layer can be presented as additional green space, or as a management space.
4) promotion, pay attention to the guidance of senior lifestyles, such as: superior lifestyle and so on.
Note: do not understand the local, in this, supermarkets, hypermarkets and other forms are not taken into account.
not understand the business, say a few words at random, hoping to help landlord.
issues:
how to face the fierce market competition
situation:
First, city size is small, low purchasing power, per capita GDP: RMB10000 yuan, about 40 million population, the immigrant population is extremely small.
Second, the Government has a lot of the land, 400 million level this year, about 40 projects are in operation more than developers, of which there are 20-40 million over the project more than 10, foreign developers are stationed in government investment .
Third, the project developer in the field, in competition with local enterprises in the process is not dominant, on the substantive operation of the project without government support,Bailey UGG boots, in particular the demolition problems are not well resolved .
IV, 5 minutes walk of the project around the same time there are five properties for sale, 40 million square projects a 10 million or more project 2, an affordable housing project.
Fifth, the rapid growth in house prices last year, the highest price also the best real estate around 1800, this year is about 2,200, or even higher.
Six other projects have started and have a pre-sale permit, the project due to relocation issues, project delayed until next spring, progress slowly.
seven, the annual sales of around 60 million square.
eight, the developer of this stage is essentially related to work and not much progress.
nine, the field agent.
ten, planning and sales are not actually support.
If you encounter such a situation what to do? Master urge to talk about their own views, grateful brother, 92 degree bow! ! ! !
answer:
key issues
effective number of customers, in the face of fierce market competition, how to drag the customer as much as possible of the item on sale?
suggestions:
product:
1, the face of fierce market competition, product characteristics must be made, at least in some part, and beyond the local, such as: windows, bay windows, home gardens and so on. Louzhu the field agents, the face of a small city, it should not be difficult to achieve.
2, output items to market high-quality information. Products did not set, you can first engage in some conceptual thing, what
3, currently, the product did not set, can pre-package developers? The developer is in the field, can hold a developer exhibition, to show the strength of the developer?
pathway:
1, the second to build the temporary sales offices, sales offices in the other two items the best built on the only way.
2, the establishment of the club, members of the public free of charge to join. Some of the best clubs and the local shopping malls, stores cooperation, club members can enjoy preferential consumption:
3, held uninterrupted series of small activities, maintain project the sound in the market. What is the exhibition so as
4, 5-minute walk around the project to the same time there are five real estate sales. Attention to Road flag, the role of road signs, the customer effectively damming.
5, output a message to the market -
issues:
first describe the project: an area of 100 Articles, located in the industrial zone in the residential area than the side position, plans to develop five, now to 2, the planning of commercial facilities, education facilities, etc. have been supporting such a very short but the actual planning of a lot of matching are not in place, customer feedback very early, very poor reputation in the local project, the price of real estate than from its recent average price difference of 800 yuan. Existing 130 square-based products, mostly for existing homes (not to melt the pre-finished), has an appointment to open small units, but there is no delay in obtaining pre-sale permit opening, customer feedback has been also a great appointment. Sales staff, supervisors, etc. for a number group.
mainly from the perspective of how to conduct post-marketing operation?
answer:
suburb of the broader market.
focus: customers maintain momentum in regional development, promote the image of
bad word of mouth is fatal to the project, to find out what went wrong. Is a quality problem, planning problems are not fulfilled, or other reasons? If planning is not just cash, then a good solution, it is recommended not to honor the horse, such as supporting the implementation of a high degree of attention to one, which related to the subsequent sale of the entire project, we should make a model for the entire project area.
If quality problems, public opinion through the media hype, experts their own experiences, good public relations;
sales license is not issued, the customer wait too long the problem:
hold regular get-togethers, seminars, a time to allow the project to keep in front of customers exposed to frequency, to avoid loss. At the same time, allow customers to feel that constant innovation projects, worth the wait.
not digested to figure out a percentage of how many houses? Why slow-moving? Then take the corresponding policy. If it is no longer marketable, a 封盘, made hot illusion. Rely on two issues are resolved after all, and then sell one. Some long-term view, we want the interests of the entire disk.
lack of regional support, relying on regional rally and the appreciation potential of the project, according to Lou Zhu said the project situation, the two small units with a price of 800 yuan off than the surrounding low, price should be high, number of customers should have no problem, the key is to maintain the image.
humble opinion, please correct me master!
issues:
commercial projects do not increase the amount of foundation after the customer how to do?
population of 20 million project in the city, the intersection of Park and Old Town. Although a small population, but only to the capital levels of personal consumption!
is an energy type of urban location.
foundation has just started, and laid the cornerstone of about 20 million spent to organize the very successful!
However, less than a week just past, the customer's visit a miserable 1 per day, 2!
VIP Card Foundation launched the sale of the day: a right of first choice shop, an extra margin of preference.
problem now is because the project did not come out customer specific prices, and area, so are waiting and watching.
development company sales for the card are confident, however, the actual sales are not satisfactory!
not to mention popular sales up,
card sales not too good, so that developers do not want to re-direct a lot of money advertising to promote a ~
project is a commercial development with lots of earlier, but due to bad investment later, the sale of the project has brought us some difficulties!
expert advice, how to do this case?
how can rapid sales card? In terms of price and size are not sure of the situation?
answer
DY?
I also made a similar urban projects, but a residential project, providing a personal opinion, hoping to 楼书 reference. I did not do business, inappropriate, please forgive me.
first analyze the characteristics of this urban consumption, the energy of the city decided to not a lot of the city's foreign population, the lack of purchasing power to import. Although high income, high consumption levels, but this part of the group confined to people working in the energy sector. These people with high incomes, wages and stability, the investment is very weak sense, determine the difficulty of the operation of commercial projects. So, personally feel that the problems of the project, not a manipulator, but rather the regional market downturn of the problem. Therefore, the key to solve the problem of the project, you have to consider this point of view, detailed understanding of the market, which is a prerequisite for success.
1, the amount of problems on the customer's visit:
project is between Metro and the old town, geographically awkward, be sure to clear the main target segments based on Metro, or the Old Town-based. I have made mistakes in the process for the manipulator, the definition of customer base there is a problem area, resulting in a deviation from the promotion and media selection.
2, because there is no specific price and size, the client did not do card delays? This is a customer card is not the real reason to do it?
people think it is just appearance, next to the unfavorable investment projects, enabling customers to lose confidence, and customer confidence is precisely the key to business operations. Many customers may now With gloating on the side waiting to see the mentality of the joke of the project, such a situation, how the amount of visitors at the meeting go?
so the next step will focus on how to re-establish customer confidence in the project. Proposed location of the business, format must be unfavorable investment projects with the next distance. Specifically: the introduction of the main shop, investment seminars and so on. These do a good job, and visitor volume will go up, card sales are a matter of course.
3, channel recommendation:
real, occasionally playing the image of the widely reported, activity-based.
the success of the ceremony that the local clientele more interested in the activities. What investment seminars, product descriptions will be ... ...
energy enterprises door direct billing, mailing, etc., to use more targeted means, so the energy inside the city so many rich people, well defined.
Finally add that there is no permit to sell cards, to consider the risks.
issues:
Hello everybody, I've got this new urban area project at the county level, we on to the next!
the project's basic situation is this: The project is located in a relatively backward province county-level cities, county population of 8 million people, economic backwardness, in the county of the west, the direction of urban development is the county seat, county around 800, according to the administrative center of the project, unusual luxury. Project nearby rivers, water quality is good! The project covers 500 acres, in two phases, a construction area of 180,000 square meter, multi-storey building in the form of (5 +1),UGG boots cheap, small high-level, etc., one has been completed, two recently launched!
project was originally a company sales, because sales are not very good, now taken over by our company, our company stationed about a month later! The basic situation
I understand these, and now the problem is that we need to do after they entered what kind of work, attention during the operation should be any problem, I hope you actively discuss! Project, I will gradually add!
other cases the project:
a total of about twelve hundred units are sold less than 50%, of which a large part of the local government units buy
price of 1,500 yuan, a local benchmark for real estate.
market some of the problems:
Agriculture is the main industry of this county, there are five or six small and medium enterprises is not very good business conditions
answer:
pay attention to the question:
One problem: an area of more than 30 Articles, the county population of only 8 million people. The first problem facing the project is such a large volume of real estate, consumer segments where? Obviously, only 8 million people depend on the number of the county is difficult to digest is completed, therefore, recommended selling the front stretch, the surrounding towns, enterprises with good efficiency, spread propaganda; go out.
Question two: Building Forms. Do not know the landlord is the province in which, according to landlord said, while the county is relatively backward, based on past come true, such a market for small high-level resistance to the purchase of a certain, we still used to live in multi-storey. Estimated a 50% remaining in high-rise should be accounted for a small proportion, therefore, high-level guidance for small may be a difficult it may be a success, a key factor.
question three: from the county government, is an advantage is a disadvantage. Advantage is not wordy. Disadvantage in the county-level market, the civil servants are the main buyers, and most come with hidden income from such work into the project site, buy, of course no problem. However, such a large scale project, two high-price products will certainly be villas, and if the civil service as a personal purchase, may be with a certain resistance, after all, relatively low-key civil service county-level market, it is taboo to some of the gossip. Therefore, proper guidance to sales, such as pension after retirement place, keep the appreciation, after all, the project environment is also good.
stationed recommendations made after work to be done:
First: analysis of customer transactions, without transaction customers, sales to find good reasons to take targeted measures.
II: regularly organize activities, inviting customers to buy, using the old owners of reputation-driven. Only 8 million people in the county, the circle is small, the use of passengers with a passenger and other means, incentives must be large.
Third: Note the characteristics of the broader market operations. Especially for the negative aspects of quality problems, take preventive measures.
Fourth: means to promote the activities of the main town, outdoor, DM, billing suggested as the main publicity media.
also important to note, on the direction of urban development, especially in the county-level market, a team an opinion, this session focuses on the development team of the west, perhaps to the east the next. This situation many, many developers have eaten such a loss. Although this is inevitable, but must pay attention. Taking advantage of the team has not changed, pay close attention.
project well, sales will certainly be better.
issues:
project is in Phase 2 development, a delivery, two former three groups are the opening day of winding up, and now the best introduction of a landscape, the price of your 200 than the surrounding properties than the items The launch price of your 500, before a lot of people registered, but the price one, many customers are hesitant, and now here it should be emphasized in advertising demand it?
please help out here do not value the quality of people's consumption, just look at the price, so,,,
answer:
landlord should first thoroughly understand the reasons for selling the project. Bombed out of the ad? Or because the items are cheap? Or because the project owners to agree to obtain the hardware?
statement by the landlord, the project owner should be because they are inexpensive, lower than the surrounding properties for sale around 300 yuan. Can also expect, project one, two main selling point is The market's first impression of the project is cheap, as the hardware how to plot, what supporting, or even are not very clear. Therefore, the project is now up about 500 yuan, the price advantage gone, the customer will feel that
Therefore, individuals think that the problem is not just the king of this building, it should be the image of the entire real estate of not enough, customers do not know the real estate in the end was good. Therefore, individuals feel that this issue should be considered from the overall re-sort the entire project to promote the image and height.
the same time, current customers a guaranteed accumulation, but the price is not accepted, the case of field execution should also be a problem.
recommend one: real estate re-sort the image, change the direction of publicity, from the main
suggested two: the first seal part of the housing, through the marketing control to make sales.
Recommendation III: The hot, determined to strengthen efforts to force the sales staff.
Recommendation IV: better sales floor, the king of the advantages and disadvantages of understanding, understanding of the characteristics of each set of units, to be able to live 忽悠 customers.
recommended five: advertising, can be packaged separately Gailou king. Building such as the words of the seven, called
Recommendation VI: Discounts are currently not suitable for at least another hold for some time to see.
one o'clock humble opinion, hoping to help landlord
issues:
brother to make a case now, I hope all the words you made me to offer advice on this greatly appreciated.
generally is the case, the project in a third-tier cities, more population, but the economic abilities. The project is located north of the city center that is surrounded by water, absolutely poised. and not far from the project Auction place just a piece of land, land prices higher than all the 4 to 5 times. but the project also separated by a wall close to the place where a project is another, in terms of size planning to developers on our strength in . and has already started and the internal sale, in which local people played a great influence on the effect of publicity and word of mouth! but next to the project developer is the state-owned enterprises, not private development, and leading their own interests not directly linked, so they they only look good with face to set the price very low to attract customers to create hot scenes. market research circle, the entire city next to the project quality, location, strength of the best developers, but the lowest price. This will give us entry into the WTO great influence on the formation of the project, in terms of price, customer resources, have played a big snatch obstacles, please make plans to help you heroes, thanked the little brother in this.
answer:
the landlord does not know to what extent the progress of the project now, do not know which side the details of the project. Nonsense a few.
state-owned enterprises do not attach importance to profits? We still do not attach importance to the profit of the business it? Face important than paying the money?
proposed landlord to re-investigate this project then, is not this just the other side of a sales pitch?
amount of preliminary estimate of the other's body should not be small, frequently used the reserve price entry strategy, but public opinion made better, so that local customers feel that the benefit for them. Late prices should increase.
one, can not achieve competitive differentiation?
1, products. Preliminary estimates project next to the competition should be a multi-layer, then we can not build houses? The same cost, in exchange for higher profits, but market acceptance landlord needs to research.
2, if the differences in architectural form can not be realized, then from the product details. Bay window, home garden, double balcony ... ... third-tier cities is estimated that this kind of thing rarely, on the bar!
3, if the product already, then from the marketing practices, and nothing more than education, sports, etc., look into the local market, especially the concept of education is very anti-third-tier cities, and to find Please enlighten me
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