Someone's Floor is someone else's Ceiling... - The Cutting Edge of Manufactured Home Marketing & Sales

An article was emailed to me that caught my eye. In sharing this, let me tee it up by confessing that one of my favorite writer's is Nadeen Green, the attorney who writes for us and uses the moniker, “The Fair Housing Lady.” As the moniker implies, her specialty is Fair Housing Law, but she makes a dry legal subject lively with stories, interesting spins on a topic, humor and much, much more. Nadeen writes for the apartment industry (example below, ForRent) too, and a headline to one of her articles served as a reminder to me that our Industry ought to be drumming early and often with a key target market.

In training sessions with our clients, we talk about the fact that 'you don't share a wall, ceiling or floor' with a manufactured home. Technically, with MODs or even with HUD Code manufactured homes, you can build multi-family housing. But retailers and manufactured home communities are busier selling to the public at large vs. to developers. So it is a safe bet that most of the retail clients are going to be single family housing customers.

With apartments at or near capacity and with many markets experiencing rising rental rates, the timing is very good to market to those apartment dwellers!

Make a check list of all the factors that yield a favorable comparison between us and the apartment housing option.
Compare notes with your team members.
Then, boil those down to high impact power phrases!

In marketing and in sales, always do a 360 degree look. See things from:

Your target market's perspective. That includes the other options they may have. In this case, apartments.
Your company's perspective. Owners and team members have similar, but also different perspectives.
Your perspective. If you think through the above carefully, you can craft a plan that fits for others and will reward you in the process. That is how you get to 'yes,' that is how you get to 'win-win.'

In closing this column for today, let's mention that be it Nadeen Green, or any of our other authors, you can go to the home page and use the search tool at the top right to find more columns. Or you can jump to our search page. If you really want to be 'high tech,' open up a Google tab (or your favorite search engine) and type in

MHPronews.com + "Nadeen Green"

or any other author's name in the quotes, example “Tim Connor” and you'll see a string of very focused results.

We hope to see you in Tunica for our free marketing and sales “how to” workshop: Attracting More Customers With Cash or Good Credit. The techniques we use – when properly applied – will drive new business to retailers, communities, developers and those who serve them. We will also be in Booth 9 in the Hallway, right next to the business building seminar room. That's it for today! ##

PS: Check our many Exclusive and Red Hot Featured Articles for February and see the

other new stories at MHLivingNews.com too.

L. A. "Tony" Kovach