What's a good way to sell a new property at the end of the day?

Delayed sales 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 precipitated 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) Best policy: Only a good beginning can have a good ending, and it is the highest state in the early stage of elimination.

1, product. Create high-quality products and eliminate the later stages on the drawings.

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

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

Although being able to recognize mistakes and find problems does not necessarily mean that we can solve problems and save the decline, it is the starting point for solving problems. Whenever there is unsalable sales, we must sort out the product and marketing process of the whole project from the beginning. The problems in marketing are mainly reflected in: indiscriminate sale of houses, 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 smog.

2. Aggregate resources and put them on the market as a whole. In the same period, large developers who developed a large number of real estate projects left dozens of sets in each sector, and hundreds of sets remained in the sector. 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 customers. For example, the multi-storey penthouse apartment without elevator, although it is hot in Leng Xia in winter and it is very tiring to climb stairs, has a broad vision and fresh air, which can be vigorously promoted to young 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 layout and 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 explore some small pages with high cost performance.

6. Word-of-mouth communication and customer relationship marketing (commonly known as "taking customers with customers"). After any real estate is delivered, the old customers who have already settled 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 maintaining emotional contact with them, we will mobilize the enthusiasm of the old owners through various incentives, such as giving gifts, cash and management fees, 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. At this time, buying a house is definitely the first selling point; If you have confidence in the level of community property, you can sell the property and experience; (3) If the quality of people in the community is high, then some people who sell houses and neighbors 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 declining, urban planning shifts, 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.

Worst policy: price war

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

1. Those who have little inventory and are eager to pay back the money can obviously reduce the price and attack at a special price;

2. Most of the late sales should not adopt the overall price reduction discount method, and different products must be discounted with obvious differences;

3. High price and high discount. According to the trading rules, the normally operated buildings are sold later, which will inevitably lead to some high-priced units. For the later period, we can set the price by comparing the high-priced units and even the Diwang building, and then launch a shocking discount, which is especially suitable for the late sales of high-quality real estate;

4. Implicit price reduction. Deal with it in some flexible ways, 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.

Other strategies: special ways

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

2. Mortgaged to the bank, and part of the funds will be used for the turnover of other projects.

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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