“Our close ratio is only 15%,” the dealer from Florida told me. “Our sales team is wasting a ton of time with people who wind up not buying.” “It sounds like you’re not answering your prospects’ unspoken question,” I replied. “Unspoken question? What's that?” he asked. When I bring up the unspoken question, most dealers [...]
Greetings Floor Dealers! I know, I know…I can almost hear the howls of protest. “But Jim, we’re in a recession! How can I raise my prices?” Easy. Just do it. It always cracks me up when I hear someone say, “Oh, my competitors are cutting my prices.” My immediate question is, “How? Are they sneaking [...]
I’m constantly preaching about how critical it is that you have a system in place to create ongoing, predictable referrals. You will always struggle, and most likely fail, if you do not have a way to systematically generate referrals from your clients. A major question you have to ask yourself first is, “Am I referable?” [...]
Greetings Floor Dealers! As the owner of your business, being the rainmaker is your most important job. Making the shift from seeing yourself as a “flooring store owner” to a “marketer of flooring” is the key to unlocking the financial potential of your business, and to achieving the freedom and lifestyle you want. Most store [...]
Greetings Floor Dealers! “How Quickly Should I See A Return On My Investment?” The title of this article is based on a question that comes up periodically, especially with new clients or dealers who are considering becoming a client. They want to know how quickly they will recoup the investment they made (or are going [...]
Greetings Floor Dealers! Every person who walks through your door is on a 1-10 scale of being “ready to buy.” 1 meaning they are not ready at all, and 10 meaning “I gotta have it now, baby! Just show me where to sign!” Anyone who is less than an 8, 9 or 10 is really [...]
