During my 20-plus years in the shed industry, I have seen many changes along the way. I have seen shed companies come and go, and I have seen the shed industry continue to grow and expand in ways I never dreamed. Even Hollywood has taken notice of the shed phenomenon that is exploding across America.
Ray Kroc, the McDonald’s restaurant tycoon, once said, “Be at the right place at the right time, but do something about it.” I truly believe that we are in the right place, at the right time in the shed industry. Now, we must do something about it.
Over the years, I have developed 10 Core Commitments for Success, and I would like to share them with you.
- Take ownership in your shed business.
Show up to work every day ready to help your customers. Do not treat your shed business like a hobby.
- Daily personal development.
Read at least 10 pages of a good book to grow daily. Readers are leaders and for your shed business to thrive, you must always be growing and getting better.
- Meet each customer with a smile and give them a genuine compliment.
Most everyone loves to be around positive people, and people enjoy receiving compliments. It is so important to make a great first impression with your prospects.
- Connect with your customer.
Ask questions and find the need. After you introduce yourself, ask your prospect a few questions such as, “What are you going to put in your shed?” or “What colors do you prefer?” Connect with your customer by asking, “What do you do for a living?” and “How many kids do you have?” Remember that your prospect is buying you, so stay focused and interested in them.
- Send customers a personalized “thank you” card.
This really personalizes the experience and also reminds your customers that they made the right decision purchasing from you.
- Be different than your competition.
When my prospect is inside my office, I always share my story as to how I got into the shed industry. I point to the sign hanging over my door that reads “Help My Customers.” I want the prospect to feel an overwhelming confidence to do business with me.
- Ask your customers for referrals.
This can greatly increase your sales. A satisfied customer can be your greatest advertisement. I offer a referral fee to my customers when they bring me new prospects and I am happy to pay them for it.
- Track your leads.
To lead the pack, you’ve got to track. I encourage you to write down the name and phone number of every prospect that stops by or calls. Keep a few notes as to what they are looking for. The fortune is in the follow-up.
- Put price labels on all sheds along with other point-of-sale material.
I have received so much positive feedback over the years from customers regarding price labels and other helpful signs. Make sure that the prospect can call you by leaving brochures with contact numbers.
- Focus on money-making activities—touch five daily at a minimum.
Focus on the actions that create sales. Touch 5 Daily is a program that I use to reach out to Five new prospects each day. Stay focused on sales and not busy work.
Hopefully by applying these concepts, you will enjoy greater success.
“If you help enough people get what they want, you will have everything that you want.” — Zig Ziglar
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