Chances are if a person walks onto your outdoor building lot, one of their problems has to do storing stuff. That’s obvious. So, when someone walks up, do your sales people instinctively say, “Hi. My name is Bill, what can I help you with today?” It’s not necessarily a bad approach…however, it’s obvious that they are here to look at sheds. A question like this is too broad, and might get a response like, “We’re just looking to see what options are available.” And they will start inching away from your sales guy like he has the flu!
Why not start a conversation by saying, “Hi. My name is Bill, have you ever owned one of our outdoor buildings before?” This instantly disarms the customer because they aren’t used to a specific question, and it gives the salesperson a few answers. It lets the salesperson know if they are familiar with outdoor buildings and if they have owned one, specifically if they have owned one of your buildings or a competitor’s.
This question will naturally lead into others depending on their answer. If the customer has never owned an outdoor building, you can ask them what they plan on storing in the building. And along the way, you may figure out that they have just moved to a new house, and they need a few references for closet organization, pest control, or lawn care. That’s solving problems, and customers will remember how you kindly offered help.
What if they say something like, “Yeah, we had a shed a few years back, but it wasn’t one of yours.” You say, “Great! I’m glad you’re already familiar with them. What did you like or dislike about that shed?” Or “What did you store in that shed, and are you looking for a similar solution now?” Again, these answers will naturally lead into other conversations.
Wherever the conversation goes, be ready. Get familiar with the situations in which people buy a shed. Is it when they move? Or maybe when they decide to put in a pool? When their kids get to elementary school and the recreational toys go from a race track inside to ATV’s? When they retire and start gardening more?