Most everyone has been told that when you assume you make an ass out of you and me. Yet, in our day-to-day activities, do we take things for granted and assume the reasons why you have won a bid or a contract? Rick Reynolds, writing in Sales & Marketing Management identifies six assumptions that can be disastrous.
Current business volume, challenges and stresses continue to blur the lines between work and play. If you asked members of your team or even yourself, are you taking sufficient time to decompress, what would you or they say? If the answer is no, then you may want to consider silence as a means to refocus and recharge. According to Vijay Eswaran, author of In The Sphere of Silence, silence allows you to channel your energy, gives the clarity to face challenges and uncertainty and declutter your thought processes.
Changing someone’s mind is one of the most difficult tasks for showroom owners, sales professionals, designers and just about anyone else. Everyone wants to convince others to see it their way. Showroom sales professionals and designers want to convince prospects that their showroom and skill set is the perfect combination for their new dream kitchen or bath. BKBG Preferred Vendor partners typically want to convince showroom owners to change their lines and select their product and services from their current suppliers. Small children want to change their parents’ minds so they can eat more sweets or watch more television. In politics, one side always wants to convince the other side that their position is the right one.
Every Shareholder we talk to has the world-class problem of being overwhelmed with demand. When you are literally running like a headless chicken, it’s challenging to step back, take a deep breath and consistently provide customer experiences and interactions that positively reflects your brand. Former BKBG Conference workshop leader, the retail doctor, Bob Phibbs offers the following quick suggestions to better communicate and connect with prospects and customers.
Plotting a showroom’s customer journey is a highly effective tool to build trust, enhance your brand’s image and create raving fans. Plotting your customers’ journeys documents how a showroom customer interacts with your brand in every step of their purchase from initial research online to the final sign off after the punch list is satisfied. Businesses that plot their customers’ journeys are twice as likely to outperform competitors, according to Gartner, a global research and advisory company.
Inc. magazine columnist and author of the Motivation Myth: How High Achievers Really Set Themselves Up to Win Jeff Haden found commonalities among remarkably successful people. They include:
It’s no secret that the customer-showroom relationship has changed dramatically thanks significantly to consumer access to information that only a few years ago was proprietary. Details, specifications, professional and peer reviews are readily available within a few clicks. As Daniel Pink points out in his book To Sell Is Human, we have gone from Caveat Emptor – buyer beware to Caveat Venditor – seller beware.
We’ve heard from a number of shareholders that lead times are at record lengths. How do you sell a kitchen to a homeowner who wants to renovate when you can’t get the materials needed for the renovation for six months or even longer? The first and most obvious point is that your supply chain challenges are not unique. Your customer can’t go somewhere else that can produce more quickly or efficiently than you can. The customer needs to know that and if they are told differently, almost certainly they are not being told the truth.
There are many family businesses in BKBG among both Shareholders and Preferred Partners. A challenge for many family businesses is to transition from one generation to the next. The statistics are not positive. 60% of second-generation family businesses fail and 90% of third-generation businesses do not survive. How can you beat the odds?
Lexus is a luxury car brand that is highly rated for delivering exceptional customer experiences. Peggy Turner, vice president of Lexus guest retention and loyalty, revealed a strategy Lexus uses to attract more lease customers that teach valuable lessons to showrooms looking to improve their customers’ showroom experiences.