A friend of mine needed flooring for his home, but he didn’t know any flooring dealers. So, he went online and Googled flooring stores in his area. He looked at the websites and read the reviews of the dealers appearing in the top three search results. All the websites and reviews looked pretty similar, so [...]
HomeAdvisor was getting sued by a group of eight home-improvement companies. Here are just two of the several allegations: The leads sold to the companies are “overwhelmingly bogus” and “illusory.” They are often “over distributed” or contain, among other things, disconnected phone numbers, people who are not homeowners or contacts for nonexistent residences. When companies [...]
Greetings Floor Dealers! "My customers don't want to go through my sales closer system because they seem like they're in a hurry," said Liz, a floor dealer from Utah. I was conducting a training webinar for dealers on how to use a sales closer system that's been proven highly effective many dealers. Those new to [...]
Greetings Floor Dealers! Welcome to Part One of my Summer Series all about commanding higher retail margins! During several of FCNews' Marketing Mastery webinars I host with Dustin Aaronson, I have asked attendees if customers are more price-sensitive than ten years ago. The overwhelming response is always a resounding "Yes!" Dealers across the fruited plain [...]
Greetings Floor Dealers! When I was in college I earned my daily bread by giving private guitar lessons at a music store. The owner of this store was a good-hearted and generous fellow. A little too generous. He sold his wares at incredibly thin margins, so thin that he had to take part-time work outside [...]
Greetings Floor Dealers! Years ago I owned a carpet cleaning company. During that time there was a local charity selling coupon books with deep discounts to local businesses such as restaurants, lube shops, and—you guessed it—carpet cleaning companies. One carpet cleaner participated by including a coupon for "one room free, up to 200 SF." He [...]
Greetings Floor Dealers! At the 2014 TISE West event in Las Vegas, I attended James Dion's class on the psychology of price. He said, "Price is just a number, yet consumer's are obsessed with it. If you want to know who to blame, look in the mirror." I agree. For years box stores and national [...]
Greetings Floor Dealers! Not long ago I was on a coaching call with Mark, a floor dealer from the Chicago area. "We love having Home Depot for neighbors," he said. "We take a lot of business from them." I spewed iced tea as I burst out laughing. "Details! Details! Give me details!" I said after [...]
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 [...]
