The Power of Social Proof

“Wow,” I thought to myself. “If I ever need tax help I’m calling this guy.” I was in the waiting room of a local CPA, looking through a very plain, white binder filled with letters from his clients thanking him for getting them out of tax trouble. They raved about how he got their tax [...]

By | March 29th, 2018|

Managing Your Online Review Strategy

I was planning a recent business trip and, like I always do, I checked the reviews of the hotels where I was considering staying. It was second nature, as much a part of making my decision as checking a hotel’s availability, pricing, amenities, etc. I do this for virtually any new service or product I’m [...]

By | March 15th, 2018|

5 Deadly Website Mistakes To Avoid

“What do you think of my website,” a dealer named Bob asked me. I pulled up his site and saw some common mistakes that were costing him thousands of dollars. Let’s review these mistakes and how they can be corrected. Mistake #1: Failure To Differentiate Bob’s site had the name of his business at the [...]

By | March 1st, 2018|

Winning In Today’s Competitive Market

Box stores, national chains, and online sellers have deep pockets which enables them to outspend small retailers in the advertising game. They also have strong purchasing power, which gives them advantageous pricing when buying wholesale. To the small, independent dealer these advantages can seem insurmountable. The good news is that local retailers have unique advantages [...]

By | February 15th, 2018|

Maximizing Your Sales Team’s Success

“I’m trying to implement improvements to my selling system,” a dealer that I was coaching told me, “But I’m getting resistance from some members of my sales team. How can I get them onboard?” A lot of dealers can relate to this question. I get it most often when I’m helping dealers implement a more [...]

By | February 1st, 2018|

The Growing Importance of Online Reviews

I was on Amazon recently to purchase individually-wrapped computer screen cleaners. Trying to decide between over a dozen options, I read several online reviews to help me decide on what turned out to be a $19 purchase. How many times have you done the same thing for minor purchases? For that matter, how many times [...]

By | January 18th, 2018|

Strategies to Generate High Margins and Referrals

Even with dealers in some markets experiencing relatively high sales volume, now is a very challenging time to be in flooring retail. Box stores and online discounters continue to create downward price pressure, and many local retailers attempt to compete by cutting margins and using cheap-price advertising. However, by using the right strategies, getting margins [...]

By | December 14th, 2017|