Ask For The Order Damn It!

I've been on yet another Sales Training event over the last few days and if I hear over and over again the number one mistake Sales people make is that THEY DO NOT ASK FOR THE ORDER.

Fear of rejection is one thing, losing a sale in these hard times is another. Do you think for one minute that people do not still want to move house, have new sofas, new clothes, the latest TV or a new conservatory to show off to their friends BECAUSE of the economic climate? Absolutely not! The emotions and dreams do not change JUST because the interest rates bite harder, people have always bought on emotions and they always will.

The justification is always with logic but emotion represents 88% of most purchasing decisions and if your sales teams are not ASKING for the ORDER you are leaving money on the table. Tap into the emotions of the market place right now, what is the PAIN people are feeling, then FIND A SOLUTION and watch your sales soar. Ask yourself how your customers are going to FEEL when they see YOUR offer for the first time.

1. Emphasize how YOUR product or service will have a POSITIVE impact in their lives and SHOW them their return on investment

2. Focus on the EMOTIONAL benefits of the product.

3. Spell out the benefits

4. Ask EMOTIONALLY FOCUSED questions

The problem with harder economic climates is that the ATMOSPHERE will paint a different picture for your visitors if your staff FEEL low in confidence, appear to feeling the doom and gloom and guess what happens MORE FREQUENTLY ?

They FORGET to ASK for the order!

Create or disintegrate .. your choice pal!

The Glazing Guru

The Glazing Guru

Marketing Strategies for the Double Glazing Industry

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Date: Monday 11th August 2008

Dominate the Internet for Nothing! Sometimes when it seems you are up against the eight ball every week, you know the sort of thing, the phone only rings with sticking door hinges, broken down sealed units and leaking roofs, the delivery arrives two days late and the customer wants to cancel. Added to all those negatives is your area manager wanting more sales please to keep his bonus up and it leaves you gasping for some relief. Well, I'm sorry but they don't live in your world, and quite frankly they do not care. Do you know what your suppliers, your head office or your bank should be doing right now? Supporting you! You need more marketing from THEM to get targeted customers through YOUR DOOR. Alas they will not of course, they are too worried themselves about their own dropping turnover and the pendulum swing back to retail sales from the new build market that has kept the factories ticking over, albeit on a lower margin but when it's frame count you want, those new build contracts have been flooding in without any effort, until of course they stopped building because of the housing crisis. So what is left for you guys? Well there are several things you can try out for free using the internet. I've added my name to this guys email list and I'm quite impressed with SOME of the items he comes up with, I think he might be trying a little too hard to be Dean Hunt ( known in the internet world as Buzz Marketing ) but none the less he has some positive things to say and do amongst some other posts that seem a little off topic, however check out the Blog for some good FREE ideas :- http://www.renegadeconservatoryguy.co.uk/ Then bang them into action with a Google campaign with a brand new concept called Get Google Ads for free. Get Google Ads For Free Perhaps get some of your staff out with a video camera filming your installations and if possible a customer testimonial or two and then post it to YOU TUBE. People love all this stuff right now and I would money on the fact your competitors are NOT doing this, which means it's another first for The Glazing Guru. "It's a job that's never started that takes the longest to finish. "

It's a Buyer Market Mate

How many times do you think you are going to here those words in the next 12 months, 24 months or even 36 months?

Bearing in mind the last housing recession lasted 4 years and was only beginning to show signs of recovery in 1994 when the average house price was a mere £ 62,500.

When the market conditions swing towards the power of the consumer, you will find that unless you have a targeted loyal customer base that you will be hearing the words, "It's a BUYERS market" more and more frequently.

With the news about Anglian grabbing my attention this week, do not think for one moment that there will simply be more business for you if they disappear, they owe too much money for it to be an Anglian problem, it's a bank and investors problem and they usually find a way through.

So what can you do to stop being part of a price war?

Well one idea that springs to mind is do something different from your competitors and sell your own product line or at least an exclusive line.
The tendency in the Double Glazing world is for the vast majority to sell the same profiles, glass units and roofing systems. You buy all the same trims, fixings, silicone and cleaners. Think about making sure you look different to the others. There is nothing wrong in creating your own brand name for an existing profile. Perhaps you could modify the way in which YOU install it?
Think outside the box a little and you will side step the headline problem while your competitors batten down the hatches and start a price war.

1, Develop and find something no one else is offering.
2. Look at what you are doing now, develop you unique selling point.
3, Develop this idea with yoru suppliers, find a unique angle for your niche.

Create or disintegrate .. your choice pal!

The Glazing Guru

The Glazing Guru

Marketing Strategies for the Double Glazing Industry