he “Wo Wow” RFMS M Mobi bile App e Apps Bring the Factor to y o you our 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 our 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
Customer Expects to hear about New & Exciting Products • 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 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
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