he Wo Wow RFMS M Mobi bile App e Apps Bring the Factor to y o - - PowerPoint PPT Presentation

RFMS M Mobi bile App e Apps Bring the he “Wo

Wow”

Factor to y

• you
• ur Showroom!

1

Customer E Expe pect ctations ns While in Y Your S Showroom

• Salesperson has product knowledge
• Salesperson is accommodating, NOT “pushy”
• Avoid the proverbial “used car salesperson” mindset
• Proper customer service during selection process
• Expects a “WOW” experience
• Lack of “WOW” factor is number one reason we lose

sales

• Customer excited about purchase when they get to
• ur showroom
• Average customer has spent more than 3 hours on

websites

• Truly a “Prospect” not just a “lead”
• Statistics prove the first 90 seconds are when a

perception judgement is made by the customer

2

• Smart Devices allow you to use websites as you talk and work with customer
• Use the website to “WOW” the customer
• Be sure the “experience” will be good
• WiFi connection for your Sales Staff
• Training on how to use the website
• Every Salesperson should be able to use smart device well to WIN in the showroom

Customer Expects to hear about New & Exciting Products

Customer wants to Be Heard

• Listen, Listen, Listen
• Over 2,000 year ago the quote, “You

were born with two ears and one mouth for a reason” was originated by Epictetus – the Greek Sage and Stoic philosopher

• Don’t interrupt customer or try to

complete their thoughts

• Be willing to say “I don’t know”
• Great opportunity to use smart

device and research the question

• Use Measure Mobile to your

advantage

• How?

Use our Mobile Apps on your Smart Device to your “Advantage”

Using “WOW!” is Critical Today

Want More “WOW!!!”

Customer E Expe pect cts I Immedi diate e Pr Pricing I Informa mation

• Budget “shock” is the number 2 reason for

customer not buying

• Remember the customer has been on websites

with “pricing”

• Seen your promotional ad with “pricing”
• Can do the math
• Need to understand the “full” price of the project
• Critical that your salespeople understand and can

identify those items

• Add-on services that customer has not

“researched” can kill the sale.

8

Sales espeo eople N e Need ed Direc ection

• Most Salespeople need a better understanding of “SELLING”
• 48% OF SALES PEOPLE NEVER FOLLOW UP WITH A PROSPECT
• 25% OF SALES PEOPLE MAKE A SECOND CONTACT AND STOP
• 12% OF SALES PEOPLE ONLY MAKE THREE CONTACTS AND STOP
• 15% OF SALES PEOPLE MAKE MORE THAN THREE CONTACTS
• What really happens with sales closes
• 2% OF SALES ARE MADE ON THE FIRST CONTACT
• 3% OF SALES ARE MADE ON THE SECOND CONTACT
• 5% OF SALES ARE MADE ON THE THIRD CONTACT
• 10% OF SALES ARE MADE ON THE FOURTH CONTACT
• 80% OF SALES ARE MADE ON THE FIFTH TO TWELFTH CONTACT

Teaching “WOW!” is Critical Today

• Personalize Your Service

List of web sites Make note of children & animal names Use them in conversation

• Add “the expected” And Then Some
• Do the Unexpected

Send email with pictures of any additional products you discovered after showroom visit

Teaching “WOW!” is Critical Today

• Discover and Delight
• What web sites have you visited
• Revisit on smart device with

customer

• What products did you like
• Find those products or similar in

showroom to show customer

Shopping List that has “WOW!!!”

BTW – The Installer Gets This!!

Technology “WINS!!!” on the Showroom Floor

• Our GP% is over 7% higher when we start with the process on mobile

device.

• Our close ratio has increased by 20% because our salespeople are using

the mobile device

• The best thing we have ever done is using the mobile app on the

showroom floor.

• Don’t lose to other industries – They are your “REAL” competitor
• Let Technology bring “WOW!! to our Showroom Floor and see how well

you “WIN”

RFMS Mobility “WINS!!!” on the Showroom Floor

RFMS Mobility “WINS!!!” on the Showroom Floor