Price, Price, Price... This is the mantra that everyone hears on a daily basis. It's like a constant foghorn that pierces our sensibilities. With a sluggish economy coupled with housing starts at the lowest levels in recent years, price has become an important component in the selling process. As many as 5-6 competitors are trying to sell the same job.
Price is important but not always the determining factor in selling a job. Understanding your customer, understanding your competition, and having a comprehensive knowledge of your product line will greatly enhance your chances of winning the sale. When the customer sees you demonstrate your knowledge and expertise, you begin to make the transformation from window salesman to millwork consultant. The more valuable you become to the builder, the less likely you will be shopped around to every competitor.
Many people who market Windsor products have made a successful transition from window sales person to millwork consultant. Their customer following is built from hard work, listening to their customers, and then offering solutions. The millwork consultant is seen as a vital business partner, not simply a vendor. Successful millwork consultants understand the value of engaging in the design process with the builder and architect.
Price, Price, Price. It may be the song of the day, but by increasing your value through understanding your customer, competition, and demonstrating a comprehensive knowledge of Windsor products, you will have a much better chance of succeeding.
You provide value by:
- Knowing your customer
- Knowing your competition
- Knowing your product line