Monday, March 20, 2006

How to Sell Decks and Fences

How to Sell Decks and Fences ( prelude )

Selling decks and fences is 80% preparation and 20% experience.

Here are the absolute basics. ( Prelude to the sale )

  1. You need to show people your best work. How will you do this? Creativity counts. We give our builders the best portfolio and display work in the business. 20 years of beautiful projects like half million dollar tennis courts and up-scale trelliswork. This tells our potential clients that we are simply the best.

  2. You may not have the car of your dreams-in fact it might be a little rough. Your car should not be as nice as your best clients, it may be slightly better than what you find in your pressure treated clientele’s drive. Showing up in a $100,000 Mercedes S class says the wrong thing for a deck company. The vehicle should be respectable but not ostentatious, well maintained and signs add to credibility. If your vehicle is in obvious need of repair park a couple of doors down as not to call attention to it. If your car leaks fluids, park on the road and plan on upgrading soon.

  3. Up-scale clients will expect you to be in office casual. Armani suits may say that you are expensive-but office casual will say that you are a respectable business man. Show up in ripped jeans and people will have reservations about giving you a check. A company shirt with logo will also help confidence.

  4. Shoes-believe it or not are very important to high-end clients. They know that $30.00 shoes denote that they out-class you. I know what you are thinking here. That’s ridiculous, and if you went to a public school you may just be thinking that. This is just something you will have to trust me on, until you buy a pair of Browns, Bass, or Geox for $150-250. When you pay attention take a look at how the people in the big house look inside your shoes when you take them off. A little detail like this will actually make it easier to sell to high-end clients. Showing up in office casual clothes, with good shoes and they see you as respectable and valuing quality. If you choose to invest in good shoes you will obviously shop for the best materials for them.

  5. Do you have your portfolio, design resources, contracts, brochures, business cards, drawing pad, tape measure, a good pen? You are ready to approach the door. Have a card in your hand… and approach.
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