You’ve probably had this experience: a customer visits your showroom, shows interest, and then leaves without making a buying decision. Days turn into weeks, and despite your great first impression, they never return. Frustrating? Absolutely. Preventable? Completely. Statistics across multiple industries consistently show that follow-up is key to closing sales. While follow-up data specific [...]
Many dealers are experiencing record-breaking sales due, ironically, to the COVID crisis. We’re continuing our discussion of how to turn a temporary surge in revenue into a permanent new level of success for your flooring business. Unsold quotes A percentage of people who visit your store will check out samples or get a quote [...]
The last several installments have been dedicated to equipping you with proven strategies to recession-proof your dealership and come back strong after the lockdown. This installment features a case study of a dealer who grew his revenue during the lockdown by implementing the strategies I’ve taught here. Matt’s Story Matt Capell owns Capell Flooring & [...]
The Million-Dollar Chiropractor I launched Flooring Success Systems in October of 2007—right before the U.S. economy tanked. I had the task of somehow helping my floor dealer clients survive what was to become the worst economy since the Great Depression. A key marketing approach I taught (and still teach) follows the example of a chiropractor [...]
If a hurricane is coming and forecasters are not sure if it’s going to hit your town, you would be foolish to merely hope it passes you by. A wise man prepares as though it’s going to hit with full force. As the lockdown eases, no one knows if the flooring market is going [...]
As the U.S. slowly emerges from the COVID-19 lockdown, no one is sure what the economy is going to do. It could rebound fairly quickly, or it could take many months or even years to come back. We just don’t know. That’s why it’s important to hope for the best and plan for the worst. [...]
I was on the phone recently with my sister. She and her husband needed floors for their new house, and she had spent several days visiting flooring stores in and around the major metro area near their home. “I visited seven or eight flooring stores, and the showrooms were almost all super depressing,” she said. [...]
“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 [...]
“I’m looking for Tupperware containers,” my wife told the retail employee. “Where can I find those?” “Uh…try aisle nine,” replied the employee, who then went back to what she was doing. She couldn’t be bothered to help a customer find what she was asking for. I visited an office supply store recently. The store was [...]
In my last two columns, I discussed the pitfalls of buying leads from popular online referral services. I also discussed several proven alternatives for generating high-quality leads. In this installment, I’m going to discuss how to get other businesses to send you an ongoing stream of leads for free. The Power of Referral Leads Every [...]
