The Latest Business & Sales Strategies from Kitchen Sales Coach

It is no secret that the Kitchen & Bath Industry is challenged in this economy. Some of us will thrive and some of us will be looking for work as a result of this economic pressure. When we are challenged in this way we need to see the challenge as an opportunity to dig deep within ourselves and open ourselves up to change. When everything is going well, there is no incentive to change. How many of you, like me, are really learning a whole lot this year? The past year for me has been an extremely good year for learning, less for earning. I have learned so much about Coaching, Consulting and the Representative Business.

When I started paying attention to my reactions and actions, I noticed that I was not composed or poised because I gave away my power to reaction and ego (panic). Poise is power and peace combined! What was missing was my POISE, which was the power of what I desired and the limits I set for my business and the Peace of knowing what those limits are! Mix in the absolute faith that I can succeed and no wonder my sales and territory increased. When you have poise, you are positioned for success, you have the confidence and the inner strength to know good opportunities from poor ones and to put your power where it will really work for you.

Have you noticed a change in the customers walking in the door? In my talks with my customers (you) I have heard several common complaints.

Customers are taking longer to make a decision and spending less on the overall project and fewer of them are walking into my showroom. You might be reacting in traditional egoic methods by putting your name in High Priced Advertisements, or giving away profits by lowering your prices to get the business. Step back, take notice of who you are attracting and then go serve that market.

Prospects taking longer to make a decision is the most common thread I hear about. This is a result of the uncertainty in the overall media and marketplace, it has nothing to do with you or your business unless you allow it to. Create certainty in your prospects' mind that they are making the correct decision by allowing them to see a project being done now, talk to your current clients no matter what stage they are in. Explain the levels of happiness during the project and how it varies because of the natural stages of the project. Allow them to see your operation and how your team executes a project. This puts a powerful human touch to a very human and emotional project-THEIRS! (If your execution is not as smooth as it needs to be, then this will force you to make the necessary changes to make your processes transparent and open for all to inspect.)

Many customers are spending less on the overall project these days. That is OK, we are entering a age of more careful spending, get used to it and adapt. The designer and dealer that adapts the quickest will succeed, the others will fade away. (See the next article) If a client is spending less on the overall project then it makes sense to do more for that client and capture more of the total project budget. Take a piece of paper and draw a line down the middle on one side put "What we do well now", on the other side, "What we need to improve on now". Make copies and have your entire staff fill this out. No penalty or repercussion for honest dialog. No ego involved. You as the principal sit down and seriously consider what you do not do well and make the changes that will enhance your customer service and improve your profits. I have written extensively on strategies to achieve more profits by providing more products and services to your clients. Doing more increased referrals and per job profits.

With fewer prospects walking in to your showroom how do you remain poised? By not panicking and learn how to go and get more prospects. Network more in your community. Become the expert. My local Sub/Zero Wolf Distributor has events every month to get people in the showroom. They partner with local merchants like Whole Foods and recently offered a lunch seminar on "Green" kitchens. Partner up with an Interior Designer or Architect you know and provide a seminar on remodeling or any expertise you have that plays to your strengths as a company or designer.

If you remain poised and peaceful then you can think of ways to deal with any challenge you might face. The power to create what you desire remains with you and only you. Have faith that you will succeed because you are poised to deal with any situation you face!

Have a Profitable Week!

Robert Foltz, CKD

Kitchen Sales Coach