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 3. Be Cranky...
Make "T" handles available for crank windows. Have an
example with you on the sales call so nothing's left to
imagination. Charge for them, or consider giving them away on
substantial orders instead of lowering your price.
(T-handles to fit most windows are available from Designer
Blinds).
4. Find A
Trademark...
After the sale, give a "trademark" item to customers
who buy from you. Almost anything can work, placemats, a clock,
a book, a crystal, a fruitcake –whatever. You'll develop a
following of customers who remember you for your trademark. The
point is to make them remember you --and refer you to their
friends.
5. Helpful
Hints...
 Take
the time to talk about care and cleaning of the products. Many
of your competitors don't. Show how the Dust Shield™ feature
helps blinds repel dust; Show how to remove products from their
brackets or change batteries on PowerRise products; Review the
care instructions. Show them how to use canned compressed air to
blow bugs out of a Silhouette shading. Go to extra lengths
here and you've not only covered windows —you've helped with
the chores!
 6. Weird
Windows...
Be knowledgeable about specialty products available from Hunter
Douglas and Designer Blinds. Discuss with your customers the
many different ways for treating specialty windows including
skylights, arches, angle tops, octagons, hexagons and other
specially shaped or specially placed windows. To
ignore specialty windows is to ignore your customers problems
--with control over room temperature, energy efficiency, glare
and fading furnishings and so on.
7. Be
Distinctive...
Don't let your customer think they're getting the same thing
from you that they can get from anybody else. Do this by talking
up the product's features. Talk about the features that nobody
else has told them about. Even if you're quoting the same
products, the customer will see that you do things in a
distinctive way and pay attention to details. Consumers don't
want to pay more for the same thing —but they will pay extra
if they perceive a difference!
8. You've Got
A Friend...
Be there for the installation, or soon after. Make sure
everything is right. Show your customer that you are concerned
about them —not just profits.
9. Prime
Time...
Be available when your customers are. This may mean working a
couple of nights a week, or on weekends. Today's working
families can't always be reached during "regular"
business hours. That's why some of them turn to web sites and
mail order.
10. Picture
This...
Use photographs of other jobs you've done to help your customer
visualize the product. Take pictures of ordinary jobs as well as
more extravagant ones. Show options that are hard for consumers
to imagine, like top-down shades. Photos in sample books and
brochures work well —but photographs of your own work will
have a greater impact.
11. The
Bargain Basement...
Take good care of thrifty customers shopping for low price
products. Why? It's an investment in the future. Today's low-end
customer will be tomorrow's high-roller. Make sure they remember
you.
12. Have
Fun...
Have fun! People enjoy buying from people who enjoy what they
do. Bring a FUN spirit to the sales call to make it an enjoyable
experience —for your customer and for you!
13. Get Redi...
For customers who are living in a home without window coverings,
supply them with low-cost temporary Redi-Shades,
available from Designer Blinds. These pleated paper shades
are easy to hang in minutes and often solve big problems for new
home owners who have put off window coverings until the last
minute.
14. Remember
Me?
Call your customer a few weeks and again a few months after the
job is complete just to make sure everything's okay. Go fix
things if necessary and be sure to ask if there's anything else
needed. Oh, and by the way, ASK for referrals.
15. Fix It
Fast...
Customer's know problems will happen occasionally. It isn't
problems that turn customers against you. It's unresolved
problems. See each problem as an opportunity to show how good
you really are. Make a habit of resolving problems quickly and
you'll have a loyal customer who will bring repeat business and
referrals.
16. Stretch
That Dollar...
Use your knowledge to save your customer money —and make sure
they know it. For example, in some situations you may achieve a
similar look to a 2 on 1 headrail by using a common valance over
2 separate blinds. What you know from experience is valuable!
17. Hey,
What's Going On Around Here?
Pay attention to your customer's surroundings. If you notice for
example a collection of bells, stop by after everything's
installed with no other purpose than to drop off a collector's
bell. Or if she's a classical music buff, drop off a Mozart CD.
When people let you in to their homes, you can't help but
discover something that's important to them. Use it to gain an
advantage! This is a great way to say “Thanks" after the
sale. You'll gain a customer for life —and a lifetime of
referrals, too! |
