By Mary Anne Schweers
With today's market uncertainty, and competition coming from all directions, what can dealers do to turbo-charge their installed sales efforts? ProSales talked to installed sales dealers around the country and came up with these tips to help increase your sales.
1-Leverage Existing Relationships
If your primary customers are home builders, work with them to determine what things you can provide and manage on their behalf to lessen their workload and perhaps even decrease their overall labor costs. Be sure to begin your efforts by first researching what your customers want and will gladly pay for, and what your organization can support by way of capital investments, labor, and supplying necessary materials.
One way to jump-start your installed sales program is to buy a small services company or contractor, or hire an individual who has done such duties, perhaps as a construction manager.
 Photo: Charles Gupton Photography GO-TO GUY: Top left, as the installed sales manager at Roper Lumber, Al Showerman focuses on the company's expertise when it comes to various installation jobs, center and right. |
Another way to leverage relationships is ask your customers for referrals and make it worth their while. If the referral turns into a sale, give them a sales credit or bonus points redeemable for products and services. Customers can be your best advocate, so leverage the relationships you've established.
Remember: it's easier to sell to customers than prospects.
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