Greetings Floor Dealers! In the previous post we covered the importance of having a Sales Closer System, and the four critical jobs this kind of system will do for you. In summary, a good Sales Closer System will: Give you total control of the sales process. Quickly weed out price-shoppers. Create total differentiation from your [...]
Greetings Floor Dealers! Does this story sound familiar? First, a customer walks into your store and spends an hour or more looking at samples. Then you have to drive out to her home, spend time chatting, and measure all the floors. Then you have to go back to your store, figure up the square footage, [...]
Greetings Floor Dealers! Welcome to Part Five of my Summer Series all about commanding higher retail margins! Today we are going to cover the second 40-50% margin strategy. Have A Referral Marketing System In Place To Create A Predictable, Continuous Stream Of Referred Customers The first step in any referral marketing strategy is making sure [...]
Greetings Floor Dealers! Welcome to Part Four of my Summer Series all about commanding higher retail margins! "I did an extra $90,463.00 last month." I was on the phone with David, a dealer from Texas, and he was telling me about the results he got from a referral marketing strategy he had recently implemented. Several [...]
Greetings Floor Dealers! Welcome to Part Three of my Summer Series all about commanding higher retail margins! "My margins are between 45-50%," Jerome, a floor dealer from Texas, recently told me during an interview I was doing for a training video. "And we're booked solid for three months." What makes Jerome's story even more amazing [...]
Greetings Floor Dealers! Welcome to Part Two of my Summer Series all about commanding higher retail margins! "Our margins start at 45%," Craig, a floor dealer from Florida recently told me. "And our sales volume is up 60% over last year." Craig's story is not uncommon. As I said in the last installment, dealers all [...]
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 [...]