INSIGHT business coaching
3 Steps to Selling More Automated Shades
Learning to more confidently pitch clients on motorized window coverings will help you land more jobs—and increase your profits
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BY ROGER MAGALHAES
echnology is changing every aspect of our lives and homes, including window treatments. That’s why it’s necessary for people in our industry to embrace the motorization movement. I am going to share a few tips to help you become more comfortable in your sales presentations and close higher-dollar projects, including some with automated units.
STEP ONE: LEARN IT
I wish I could tell you it would be as easy as waving a magic wand and voilà: You are now an expert. But it is not. It requires time, money and dedication to understand the nuances of automated blinds.
You are only going to dominate the lingo once you have skin in the game. After you visualize where batteries are mounted, how the wires are going to be displayed, how much depth is required to install all of the extra parts besides the shade itself and what is required to program them, you will be truly ready to explain to consumers, designers and contractors where and how your products will be installed. You will also be in a much better position to explain to clients how they should expect the final product to look and perform.
I start my sales presentation assuming the client wants automated treatments.
There is no better place to test this new technology and make all the mistakes than your own home or showroom. Yes, it will require buying new treatments. Yes, it will be frustrating and demanding. But it will be worth it.
Order treatments with different power options such as regular batteries, plug-in transformers and solar rechargeable batteries.
12 | wf-vision.com | Sept + Oct 2018
When you feel comfortable with all of these options, add homerun power too. Also try different brands and various control options such as handheld remotes, timers, smartphone apps and wall-pad controllers.
STEP TWO: PITCH WITH CONFIDENCE
As professionals, we know that custom window treatments are
