Much has changed in the way windows and doors are sold to homeowners these days.
Originally, what may have been more of a door-to-door sales tactic has evolved into a streamlined process between the homeowner and the double glazing company.
It’s become less of a sales pitch which traditionally may have been “pushy” and more of an industry that is there to serve people who are genuinely looking to improve their home by installing double glazing products.
And whilst the double glazing industry has changed drastically over the years, so too has the process in which double glazing companies sell their products.
It can be quite tricky when starting out or if you’ve never really considered yourself a good “salesman” in the fenestration industry.
In this article, we want to help our installers and other double glazing companies improve the way in which they sell their products.
Your website is your shop window
It all starts with your website.
Searching through Google or Facebook is usually the way you’ll be found online. So it’s important to make sure you have a website you can direct potential customers to.
On here listing the different services and products you provide can go a long way into giving customers insight into what you offer.
Having things such as an about us page, a gallery page and a list of accreditations can all go towards helping promote your business, products and services in a positive light.
Focus on being fairly priced and good value
The price in which you charge ultimately doesn’t matter most.
You might be surprised to hear that a quote isn’t the end-all, be-all of a decision for the homeowner.
Whilst it’s important to be fairly priced so that you’re in-line with other double glazing installers in your areas, it’s much more important to be competitive, where you don’t make a loss on a product or a service.
You also don’t want to go to the opposite end of the spectrum and be too expensive and price yourself out of the running.
You need to conduct your own market research to find out what is a competitive and fair price for the products you install and the services you provide.
You can do this by speaking to your customers, past and present, asking them for their feedback, whether that’s an after-care call, a feedback form or something else.
And it’s important to be aware of what your competitors are doing at a local scale. By offering similar products, services, prices and incentives, you can remain in the buyer funnel of the prospective customer.
Above all, ensure you’re providing good value for money. Think of little extras that can be provided along with your product or service. Whether it be providing a more premium locking mechanism, or providing an enhanced after-care service. Look at how you can gain a competitive advantage.
Offer incentives
Offering incentives is a great way to help build a relationship with your potential customer base and to get the sale “over-the-line”.
By offering free quotes, financing options for your double glazing products and offer an after-care package. All these can help drive sales and even generate repeat business.
However, you should be conscious that you do not make a loss on your financial aspect of the business by offering such incentives.
But if the incentive and potential sale outweighs the lost costs associated with offering these free incentives, it might be worthwhile in the long run.
Product quality matters most
In a recent article we wrote, we found that through a survey conducted by Certass, product quality is what matters most to homeowners rather than quotes, prices or anything else.
What this means is that you don’t need to worry about being the cheapest double glazing installer in your area, you can afford to be more competitive and create a positive margin for your business.
But as we mentioned previously, be careful not to be too expensive or you could price yourself out of the running.
Product quality is something that you should invest in.
With a focus towards installing high-quality, sustainable, durable products that are energy-efficient, environmentally friendly and 100% recyclable, all of these are positive advantages of choosing you as an install rather than your competitor.
People buy from people
Whether we like it or not, ultimately what it comes down to is people buying from people.
First impressions count. If you have a showroom with high-quality products on display for customers to browse, if the direct sales approach is a relaxed discussion over a cup of tea and how best you can offer quality to your customers, we believe you will more than likely get the sale than someone who doesn’t take care of the little details.
If you were in the market for new double glazing products, how would you like the process to be?
By thinking this way you will be able to look at the customer journey and perfect it to a level you would like to be treated when buying your double glazing.
And with all this comes referrals.
As much as you can promote and shout out about your business online, the friend of a homeowner who has had work carried out by you before, it’s much more valuable than any form of online promotion.
And that’s why testimonials, reviews and delivering a high-quality service goes a long way into winning your next business.
TruFrame’s promise
We can help you promote your business online, offer you marketing material and give you the help and support you need throughout.
And by being a TruFrame installer, you’ll be offering homeowners high-quality products that are highly energy-efficient, environmentally friendly and products that will last.
Our delivery process makes sure you get the products you need when you want so that you’re not waiting around and delaying installation times for your customers.
We’d much rather get our fantastic products into your hands to be able to carry out the high-quality services that we know you can provide.So get in touch with us today to find out how you can become a TruFrame installer.
