When someone comes to your showroom unexpectedly, how you approach,
greet and interact with them could be the difference between landing a
new customer or having them walk out the door. Frankly, idle chit chat
most likely will not land you a new customer. When you approach them don't
ask "how are you doing" because the prospective customer most likely
figures you really could care less about how he or she is doing. A much
better approach is to say, "Welcome to our showroom. Please feel free to
wander around. If you don't mind, I'll then check back with you in a
few minutes to answer any questions you may have."
Another no-no is to talk about the weather since you can't change
what is going on outside, what is likely to occur in the future or what
has occurred in the past. Frankly, discussing the weather is a waste of
time. A better way to ingratiate yourself with potential customers is to
compliment them on what they are wearing, a piece of jewelry or their
hair style. Doing this indicates that you are not only observant, but
you care about them personally.
Most initial visits to a showroom are information gathering
expeditions. In fact, most of your customers conduct research for more
than six months before deciding to move forward with a renovation. A
good approach would be to ask, "which room in your home are you looking
to make over?"
Avoid the temptation to ask about a budget because the odds are
they might not have one or the figures in their head may be wholly
unrealistic and possibly obtained from watching HGTV or the DYI network.
And never forget that people will spend up to three times their budget
on things that they connect emotionally to. Think of your own habits.
You will splurge on the things that you want the most and that make you
feel the best. A better option when budget comes up is to simply say
that "the showroom has a range of options with different prices. To
ensure that your dreams are realized, would you mind if I give you a
tour and explain the differences?"
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