Savvy Sales Approaches to Reach Women Home Buyers

In a recent Miami Herald interview with Delia Passi about her findings in a 2008 study with the Warton School of Business, she showed women are far more loyal customers than men so long as their expectations are met.

The former publisher of Working Woman and Working Mother Magazines considers herself a consumer advocate for women.

Her findings reinforce that real estate sales people need to polish their skills when it comes to today's home shopper. Those who assume there is a husband to write the check may be sorely mistaken. Women of all ages are buying homes on their own.

Our audio mystery shops show a salesperson saying, "Why don't you and your husband come for a visit"" or "When are you and your husband planning to move?" The assumption that the customer is a couple is much more common than we'd like to think.

Couples may visit a sales office together but only one of the individuals may be taking title of the home. That's tricky...determine whom is living with whom--if at all. A sales person needs to be very perceptive or simply ask rather than assume.

Also, assuming that the male is the wage earner may no longer hold true either, And of course we now have all those "cougars" hopefully buying houses too.

In today's economic struggles, welcome the customer and throw out the assumptions.

Women customers will value the model homes and may return more offen to see if the home fits her. She wants to know there is good value. Also, count on the woman customer to help you spread the word. Women are naturals when it comes to word of mouth marketing. If they are happy, they'll tell your potential customers.

Keep earning her loyalty...send cards, remember her birthday and holidays. She needs to know you care and customer service is key after she buys the home.