(Unlike most other home-improvement related blogs out there, here at Project Turtle, we offer advice for both the consumer and contractor. Today's article is mostly directed at contractors.)
There is no other type of sales like in-home sales. People open up the door to their home and let someone in who wants to take large amounts of money out of their bank account. Why would anyone agree to this?!?
In the old days of the Tin Men, salesmen had the advantage of an uneducated customer. Not uneducated in regards to scholastic achievement, but uneducated as it related to product knowledge. These days, however, the internet allows everyone instant access to information about pretty much any product available. In 2009, salesmen are often confronted with customers who already have quite a bit of knowledge about the products being offered.
Customers aren't always interested in just hearing about "amazing feature #27," they want to know if you know about it and what your opinion is of it. Many times, contractors will face customers that "know enough to be dangerous" about a certain product, or one that has been misinformed by another contractor. In either case, a firm display of product knowledge goes a long way in gaining the trust and confidence of the customer.
In today's soft economy, people are very leery about dealing with a "Sham-Wow!" type of salesmen. It's insulting to their intelligence and quite frankly inappropriate in the home-improvement industry. When you are in a customer's home, nothing sells your product better than your own knowledge, respect and courtesy. People buy from people they feel comfortable with, it's that simple.
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