In sales, we all get the same kinds of leads. Shilan believes it is in differentiating the leads and navigating the customer through the process that makes the difference. Done correctly, the economy becomes less of a factor in getting the most out of a sale.
His talk began with the story of a 1D contractor. A 1D contractor gives the price for exactly what the customer requests. The resulting bid just leads to price shopping. There is no added value and no opportunity to upsell. A 2D contractor offers a few ideas and engages the customer a bit but is still not getting the most out of the lead.
A 5D contractor, on the other hand, is helping the customer realize the potential of the project:
- Develop the Program
- Determine the Priority
- Discuss the Budget
- Design the Dream
- Do the Deal
A selling process such as the 5D's adds value to the relationship and helps remove the perception of being a commodity.
Another Google Hangout that I attended was "Working in the Cloud." Watch for upcoming blog posts with tips of online resources for sharing files, collecting money, communicating, project management and more. Though I attended in hopes of getting information on creating a mobile website, it wasn't a waste of time. It was a fascinating talk! Have you created a mobile website? If so, I would love to know about the process.
Susan Mertz, Loma Vista Nursery, Director of Marketing