Selling high-end products like hardwood can be very lucrative for dealers. However, dealers don't sell nearly as much of their high-end lines as they could, so they miss all the additional profits that premium products can generate. I attended the NWFA Wood Expo and spoke with wood manufacturing leaders on the reasons why dealers don’t [...]
As I covered in Part 1, the vast majority of sales in the $20,000 range and above don’t come from advertising. They come from repeat customers and their referrals. In this installment, we continue with strategies and principles for magnetically attracting high-end, high-margin sales. Marketing to your past customers. Over the years you’ve most likely [...]
During my webinars and seminars, I often ask attendees to think back to the last ten residential remodel sales they made that were over $20,000. I then ask this question: How many of them came from repeat/referral customers vs. advertising? For virtually everyone in the group, the answer is that 80% to 100% of their [...]
