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Reply by huff

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Posted on Old Topic Revisited (Pricing Cabinets)

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huff

2804 posts in 1942 days


#1 posted 12-15-2012 05:58 PM

James,

Everybody has given you some good advice that should help you in selling your work to a customer.

One of the best pieces of advice I ever recieved was from a very successful business man ( had nothing to do with woodworking) that told me the biggest reason most companies fail is because they forget they’re in the “people business”.

You can have all the knowledge and ability to design, build, finish, install and service your product, but if you fail to connect all that to “people” (your prospective customer) and the value of that, then price is about the only thing you will have going for you.

There’s many ways to accomplish that; one of the best is simply listening. Find out what they like about their kitchen now, but more importantly what they don’t like! How can you solve that? What would they like to have changed? Listen to what they feel is important as far as value to them, not so much what you may think is value and trying to jam that down their throat.

The more you can get your customer involved in feeling they are solving some of their own problems, the more they want to work with you. Just remember, there’s a fine line between getting a customer involved and letting them run the show. I do try to make it more about them, then just trying to sell something.

Here’s four things I’ve always felt was a key to successful selling; ( you have to be totally honest!)

Know yourself: Know your strengths and weaknesses…........work on your weaknesses

Know your product: Know your products strengths and weaknesses….......work on weaknesses.

Know your competition: Know their strengths and weaknesses…......take advantage of their weaknesses.

Get to know your customer: Get to know their “wants” and “needs”.........just because they “want” a high-end custom kitchen, their budget may “need” to stay with store bought, and sometimes you need to simply educate them on the difference and let them decide.

If you’re going to do custom work, then you will have to realize you will not be able to sell to everyone, so don’t feel bad if you don’t get every sale. As long as you did your best to educate them, then you did good.


-- John @ http://www.thehuffordfurnituregroup.com


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