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Lesson B-121-2 First Visit $149
Having made it past the first contact, it's now time for the first visit, and once again, preparation is the key to success.
There are many aspects of the preparation process and this lesson will lay it all out for you so there's no guesswork involved.
These preparation aspects include:
- Samples (to bring or not to bring?—your answer here will make or break your visit)
- Supplies (better to have more than you may need than not enough)
- Marketing materials (you can close the deal on the first visit if you get this part right)
- Grooming (yes, how you look matters more than you think!)
Once you've prepared everything, this lesson will show you how to actually enter the home in the correct manner. There really is a method here, and we'll show exactly what to do and why it's so important.
Once inside the home there are certain ice-breaking behaviors, mannerisms and dialogues to adapt into your presentation that will improve the client's self-image, so that when future design decisions arise they are based on their increased level of taste that you helped to set up.
It's all about bringing out the customer's emotions about themselves and the quality that they feel they deserve. When this is achieved price becomes almost a non-issue.
We'll give you precise instructions on how to invoke these customer feelings on every visit.
Then we transition to the Home Tour, which is the next lesson. The transition process is of utmost importance because every word, every action here could be a step forward or a step back.
The First Visit lesson will give you the preparation, knowledge and even exact scripting you need to make this a golden opportunity for a long term client and increased revenue on each and every sale. Practice will make perfect here, and this lesson will get you to perfection quickly.
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| Biography |
Neil Gordon, The Designer's Coach comes from a family in the Home Furnishing business. His career began early cutting his first roller shade at the tender age of 10. As a third generation retailer he learned from his parents and grandparents, the subtleties of running a business. These powerful role models taught him the value of building relationships in selling. At the age of 28 in Boca Raton, Florida he started his first business as a custom drapery workroom to the trade and built a successful window treatment company.
In 1991, he relocated back to his childhood roots in New York and established his window treatment design and sales business, "Decorating with Fabric". As a full custom workroom, they fabricate window treatments, bedding treatments and upholstery. During the past 16 years, Decorating with Fabric has created exceptional designs and unique window treatments for thousands of delighted clients throughout the eastern seaboard.
Neil Gordon has served on the editorial board of Window Fashion magazine, and was a monthly columnist. He has been featured as a cover story in Drapery and Window Covering Magazine. He is a business coach and his site www.the
designerscoach.com serves the interior design industry.
Neil recently started a new online learning website called The WCU Online www.thewcu.com. This is a site dedicated to training window covering professionals in all aspects of their business. |
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