There was once a chiropractor who built up a million-dollar-per-year practice. He sold his business, and quickly built another million-dollar practice. Then he did it a third time. Obviously, this man had a system for building successful chiropractic practices. So, he began to host seminars teaching other chiropractors how to grow their businesses. After almost [...]
Greetings Floor Dealers! Flooring is a commodity. Marketing great Dan Kennedy says that if you’re in a commodity business, get out. He didn’t mean leave your industry; he meant re-invent and re-categorize yourself to create differentiation within your industry. Sell differently, answer the phones differently, deliver your goods and services differently. There is so much [...]
Greetings Floor Dealers! “I have to keep my margins down because of my competitors,” said a dealer attending one of my webinars. On a private coaching call another dealer told me, “I live in an area where people expect a big discount.” These are sentiments I’ve heard expressed dozens of ways by dealers from every [...]
Greetings Floor Dealers! In the last post we discussed why in today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio. Here’s an excerpt from the last post: By closing more sales you automatically increase your profits but with ZERO marketing costs. Let’s do the math: Average [...]
Greetings Floor Dealers! This is part two in a multi-part series on prospering in the “New Economy” by marketing to high-end clients. Unfortunately, most flooring dealers’ “business plan” to deal with market turmoil is to “wait and hope” that the economy “gets back to the way it was.” Those dealers' whose plans to combat a [...]
Greetings Floor Dealers! There is no single strategy—no "silver bullet"—that will magically enable you to leave the boxes in the dust. Rather, you should implement multiple, integrated sales and marketing strategies that reinforce one another and position you as the obvious choice. With that in mind, let's take a look at some effective strategies you [...]
Greetings Floor Dealers! JIM: What's the "Big Promise" in your ad? FLOOR DEALER: That we guarantee to have the lowest prices. JIM: Let me guess…you get beat up on price a lot. FLOOR DEALER: Yep. Before you read this article I want you to do a quick two-minute exercise. Google "flooring retailers" in your town [...]
Greetings Floor Dealers! JIM: Here are three strategies which will help you sell at premium prices, but you have to implement all three or none of them will be as effective. FLOOR DEALER: That's a lot of work. JIM: What's more work? Implementing these strategies or staying trapped forever on the cheap-price hamster-wheel of doom? [...]
Greetings Floor Dealers! Over the space of just a couple of months, I had the bad fortune of getting three holes knocked into the sheetrock of my home. One was caused by my daughter’s head when she fell over backward from a chair in her room. Another was caused by my son when he was [...]
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 [...]
