Operations, Sales & Marketing, V10I6

Is This HGTV or Shed Sales?

(Photo courtesy of Frauke Riether from Pixabay)

Written by Kirsten Stoop

Shed sales is like selling a house. Have you ever watched a show on HGTV where they are “flipping” houses? They buy a place that needs some work, but no one has bought that house, or it’s gone into foreclosure.

The “flippers” buy up the house for a low price, and what do they do? They change the paint, update some things, set the stage, and BOOM, they turn it over quickly for a profit.

This creates an ambiance. They design a space that a potential buyer would walk into and get good vibes, could see themselves in, and feel as though it was, and is, a well-cared-for property.

So, how does this translate into shed sales?

It starts in your office and on your website. When a potential customer walks into your office or finds you online, you have one shot at portraying to the buyer that you are a well-maintained, up-to-date establishment that is active in the market and has a sense of style.

Building a great customer service experience starts with your home base or home page, wherever they land first.

On to the next step. Just like a house flip, someone needs to sell it.

Once the potential customer walks into your office or lands on your business site, where is the human connection? The place looks great, but can you speak to anyone? Now it’s time to back it up with the human touch.

If they’ve landed at your office, make sure someone is there to greet them warmly. If they’ve found your information online and sent an email, or, even better, chose to call, make sure there’s someone there to answer. Have a chat widget on your website; it’s a great way to connect with customers while they are browsing online.

And maybe you’re thinking, okay, but what if they show up after the doors are closed and there is no one there to answer? Give them a friendly reminder that you will be in touch. Make their presence acknowledged and appreciated, and they will be happy to wait for tomorrow.

And here we are—we’ve captured the audience. They aren’t there to buy your office building or website; they are there to buy the products they’ve been dreaming about or need.

Now it’s time to set yourself apart again. What makes your buildings the best option when up against thousands of other portable structures being sold down the road and online?

That’s up to you. I would guess you are selling structures you are proud of and maybe you’ve even personally done the designing or building of them, so run with it. Show them the passion you have for the structures you sell, and that you are a real person who will take ownership of their project from start to finish.

And if you have a sales staff, they should have that same passion for your buildings and customer service because they caught it from you.

Sure, you can talk all day long about how close together you put your floor joists or how good the siding product you use is, but these days that will only set you apart from some. Why buy it from you? Because you believe in your product, you are proud of its design, you are confident it will meet your customer’s needs, satisfy their wants, and stand up for the years to come.

Once you’ve “flipped the house” (shed) and hired a great “realtor” (salesperson), you need the potential buyers to see themselves and their families using it. Sharing a narrative of personal or previous customer experiences can really help paint the picture.

Keep it genuine and true. I love to tell stories of how my daughter plays on her swing set not only all summer but will then throw on her snow pants during the winter for a whole new playground experience. It’s great for us because we don’t have to load her up and go anywhere, the convenience of swings and slides and imagination are right in our backyard.

I also love to share feedback I’ve received from customers, such as they’ve never had anything other than a fly in their building, and that’s because they left their door open. This speaks for itself.

When you can’t tell these stories in person, let your website do it for you. Make it a point to get Google reviews because your previous customers will tell the story for you if you have provided them with the level of customer service they deserve.

Lastly, make sure to listen to your buyer. If this “house” (shed) isn’t what they’re looking for, then maybe it’s time to find out why not and adapt.

If they need affordable payment options, be prepared to help them with rent-to-own or credit check financing. If they just need someone to talk to, be that person who lends them an ear or even a hug. If you do this, not only will you have achieved a high level of customer service, but you will also have created a network of friends who are brand lovers for life.

Did I say lastly? Super cute of me to think that customer service ends in my office. Make it a home run. The very last person to see your customer is the delivery driver/installer. This may be a conversation for another day because the importance of customer service in the office or online can fall apart very quickly if it can’t be backed up by exceptional service at the customer’s home.

And as your mom would say, “Have you sent them a thank you note?” Happy selling!

Kirsten Stoop is owner of Amish Barn Company in Oneota, New York.

Comments are closed.

Current Issue

February/March 2025