When making a cold call or starting a sales conversation, it can be tempting to mention the price early. However, presenting your price too soon can scare off the customer. They may feel like you’re pushing them into a decision, rather than helping them find the right solution.
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Main Point: Build a Relationship First
Instead of focusing on the price from the beginning, the key is to build a relationship with the customer. Show them that you genuinely care about their project and their comfort. This will help you earn their trust, making them more likely to listen when you present the price later.
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Window & Door Example: Show You Care About Their Home
For example, when a potential client calls to inquire about new windows or doors, don’t rush to send a quote over the phone or email. Instead, visit their home first. Take time to carefully assess the space. Look at the amount of natural light, check for drafts, and consider how the style of the room matches with different types of windows or doors.
By paying attention to these details, you are not just focusing on making a sale—you are demonstrating that you care about their home and their needs. This builds trust because the client will feel like you are providing a personalized solution, rather than just trying to sell them a product.
For example, you might say, “I’ve noticed there’s a draft near this window, and I believe we can offer you a solution that will help with both insulation and energy savings. Let me show you a few options that would work well here.” By focusing on their comfort and needs, you show that you care about long-term value rather than just the price.
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Marketing Tip: Offer a Free Home Visit
A simple yet powerful way to build trust and show that you care about your customer’s needs is by offering a free home visit. On your website or in your promotional materials, you can write:
“We offer a free home visit to better understand your needs before we provide a quote.”
This statement signals to potential clients that you’re not just interested in selling them a window or door. Instead, you’re interested in finding the best solution for their home, and providing them with a personalized experience.
When clients see that you’re focused on their needs first, they’ll feel more comfortable with the pricing you provide, knowing it’s based on their specific requirements, not just a generic estimate.
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Conclusion: Building Trust Leads to Better Sales
In sales, especially in the window and door industry, trust is the foundation of every successful deal. By slowing down, getting to know the client’s needs, and offering a personalized approach, you show them that you care. This will help you build a stronger relationship and increase the likelihood of a successful sale.
Remember, clients don’t just want a good price—they want a solution that will improve their comfort and home value. By focusing on these elements first, you’ll naturally pave the way for a smoother conversation about price later.