Greetings Floor Dealers! FLOOR DEALER: Our prospects throw away our mailers without opening them. JIM: Put a sample-packet of aspirin in the envelope next time. FLOOR DEALER: A what??? How many times have you pulled a big stack of mail out of your mailbox and stood next to the trash can, putting your bills [...]
Greetings Floor Dealers! FLOOR DEALER: We've tried direct mail, but we quit using it. JIM: What kind of results did you get? FLOOR DEALER: Lousy. I was on a coaching call with Tim, a dealer who had recently joined Flooring Success Systems, and I asked him what kind of results he was getting from [...]
JIM: Here's a system that will enable your sales team to close 50% more sales with zero marketing costs. I recommend weekly sales trainings to get your team up to speed. FLOOR DEALER: I don't have time to do weekly sales meetings. JIM: I'm curious. What's taking up all your time that's more important than [...]
If you don't have a system for selling, you'll be at the mercy of your customers system for buying. "I'm now closing almost 100% of my sales." I was on the phone with Kate, a flooring salesperson who works for Jerome, a floor dealer in my Flooring Success Systems program. I was doing a private coaching [...]
Greetings Floor Dealers! JIM: Here are three strategies which will help you sell at premium prices, but you have to implement all three or none of them will be as effective. FLOOR DEALER: That's a lot of work. JIM: What's more work? Implementing these strategies or staying trapped forever on the cheap-price hamster-wheel of doom? [...]
Greetings Floor Dealers! FLOOR DEALER: We carry a large selection of well-known, high-quality products and we provide great customer service. JIM: So what's the problem? FLOOR DEALER: The only thing our customers care about is cheap price. I was in Starbuck's with a friend not long ago. I ordered a Trenta black iced tea, [...]
Greetings Floor Dealers! "You're quote is $1,500 more than the other flooring store." Jimmy, a floor dealer from North Carolina that I coach, stood in his showroom listening patiently while his customer complained about his "high" price. When he finished, Jimmy politely replied, "Well sir, let me save both of us a lot of time. [...]
Greetings Floor Dealers! "We're kicking Home Depot's Butt. We love having them as neighbors because we take a lot of business from them." I was on the phone with Mark Bouquet, a floor dealer from the suburbs of Chicago and one of my Flooring Success Systems members. He went on to tell me that they [...]
Greetings Floor Dealers! Steve was standing in his Arizona flooring store when a man walked in holding a letter. "My neighbor said I should come and see you," the man said, handing the letter to Steve. Steve recognized it as one of the direct mail pieces had sent out the week before. "You sent this [...]
Greetings Floor Dealers! Recently I was having a terrible time falling asleep, and after a week of insomnia I went bleary-eyed to my doctor to get help. "Doctor, I've tried sleeping pills, reading, watching the weather channel, counting rolls of carpet, but nothing works," I told him, desperation in my voice. "I've barely slept in [...]