SELLING THE DECK PROJECT: Creating Separation

You Understand how to Market to the customer
With the wide variety of products and dealers available, it can be hard to land the sale when the customer is on the hunt for the cheapest seller. When I’m trying to make a sale, I make sure to leverage my knowledge, and the extra services I offer. For instance, instead of freely sharing all of the information I have with a prospective customer, I might hold back some insights until they commit to the sale. It might sound something like, “Once we ring you up, I’ll show you the best way to cut the aluminum rail…” or, “Let’s save that question for after we’ve got all the materials delivered to you.” This makes clear to the customer that there are many benefits to purchasing the product through me. After all, anyone can sell them products. Using your knowledge to make sure that they buy the right products for their specific project is what can differentiate your business.

Knowing the value of your company and following through with these steps will allow the customer to see why he/ she should purchase from you. While some consumers may shop on price alone, the saying goes that you get what you pay for. If you’re able to show customers why your products and services are valued the way that they are, you can close more sales and gain loyal customers for the future. If you have any questions, feel free to contact me at decks@msn.com.

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