You don’t need to be pushy to convert a sale – top tips from Eurocell Champion Austin Patterson
Since we set up County Windows in 1980, we have converted sales without being pushy. We work with our customers to provide expert advice on all their home PVC-U requirements, rather than go for a hard sell. This leaves us with happy customers, who come to us for all their home improvement needs and don’t hesitate recommending us to their friends. Here’s our top tips for converting an enquiry into a sale and creating a long lasting relationship with your customers:
Updating old-fashioned windows and doors can bring your customer’s home right up to date. But this particular home improvement can be daunting, especially when looking at the new products on the market. Make sure you talk through the products and services you’re recommending. There’s a lot of choice for homeowners on the market and customers look to you for advice. In our industry we can’t take a ‘one size fits all’ approach, so make sure you talk through what the problem is, what products you’re recommending and what the end result will be. This will mean your customer is happy and doesn’t feel pressurised into make a purchase.
You’re the expert
Don’t be afraid to highlight your credentials and expertise in the industry. Our customers see that we know what we’re talking about. This makes them feel comfortable, they know that they are in safe hands and will get a good job. We visit the homes of potential customers to advise on size and price and also to provide copy certificates of authenticity. From ideas and inspiration in our showroom, through to installation, we provide the complete service from conception to completion.
Go above and beyond
It’s all well and good doing a job, and doing it well, but now customers want more and a long-term guarantee on the product they purchase– and rightly so! Offering a comprehensive after sales service and 10-year guarantee gives us the edge over other installers, and can help to convert a sale.
Don’t over quote
From general repairs, windows, doors and conservatories through to kitchens and bathrooms, we offer a range of home improvement services. Whether it’s a small job our customers don’t have time for, or something more complex we quote accordingly. Sometimes, you’ll ask yourself ‘is this small job worth it?’ but if you provide good service, at a fair price, it will often convert to a larger job when the time is right for the customer.
Consider your reputation
Often, your reputation will speak for itself. Many customers want to hire tradespeople that are trusted and a good reputation will help you convert more sales. With this in mind, it’s incredibly important to do a good job, be professional and use high quality products. At County Windows, we have built up a well-deserved reputation for integrity, honest dealing and providing customers with respected British standard products. Most of our business comes through word of mouth, which is the best marketing you can ask for.