Sparking an Interest
Spark an interest in potential clients by asking them questions that get them thinking about the product.
Have you heard of Bath Fitter?
Do you know what our company does?
Do you know how our product works?These type of questions will lead to a natural conversations about the product. This is a great time to give a basic overview of how our product works. Refrain from going into details until you have qualified the customer.
Remember! You are the face of the business and often the first time the client is hearing of our product, so it is important to keep rested, attentive, professional, and cheerful!
Don't sit at the booth and wait for people to beg you for information! Stand in front of the booth to the side, greet people, and smile. If someone looks into the booth. Step forward and engage them!
- Greet every person as they walk by
- Visit and network with other vendors, as allowed
- Be friendly and up beat!
- Invite visitors into booth - Encourage them to touch the displays
- Don't forget to smile!
Let visitors know how unique our product is and make sure every visitor gets "The Bath Fitter Experience".
Dead End Conversations Starters
Starting off a conversion abruptly by going immediately into an attempt to sell the lead and/or asking questions that can be easily blow off with a quick "yes" or "no" will lead to dead end conversations.
Avoid asking questions like these at the beginning of the conversation:
Do you have any questions?
Are you interested in more information?
Would you like to have someone give you a quote for your renovation?
Are you interested in renovating your tub or shower?
Remember the General Show Etiquette Rules from Event Marketing Rep Training 101?
Take this time to review the Etiquette Rules as they are very important attempting to engage customers!
- Do not eat at the booth
- Drinks should be placed out of sight - Behind the booth or under the table
- Do not sit on displays
- Though a chair will be provided it is only to be used when you need a rest and uses should be kept to a minimum
- Do not have extended conversations with other employees in the booth. Customers will not want to interrupt you with their questions
- When working in teams let your other team members know when you are leaving the booth.
- When working by yourself remain at the booth as much as you can. When leaving the booth for lunch try to time your lunch around times that are not busy. (Lunch breaks are 30 mins and are only applied to shifts over 6 hours in length)
- Spot clean booths through out the day
- Do not stand directly in front of the shower or tub display
- Stand in front or next to the table, instead of behind it, as often as possible
- It is of the utmost importance that you remain polite and courteous with all customers
- Any personal items should be stowed behind display or under the table.
- DO NOT place personal items on the top of the displays, inside the displays, or on the top of the table.
Which questions should you ask when first starting your conversion with a potential customer?
- Are you interested in more information?
- Have you heard of Bath Fitter?
- Do you know how our product works?
- Do you know what our company does?
- Would you like to have someone give you a quote for your renovation?
"Are you interested in renovating your tub or shower?" is a good question to start your conversion with a potential customer
Service Calls & Words of Praise
Words of Praise
When you meet our existing customers, singing our praises, remind them of our referral program! They will receive a $50 check simply for referring any person who then becomes a customer.
If you have a customer that comes to you with a service call or issue, let them know you are sorry that they are having a problem, take down their information and assure them that we will follow up as quickly as possible.
How much does a client get for each referral that becomes a customer?
Qualifying the Prospect
What are their needs?
Finding out what problems that they are having and what they would like to change about their current bathroom will give you valuable information about the features of a Bath Fitter system that would most appeal to them. This is allow you to market personal to their needs. It will lead to a conversation that is information that they care about and will keep the conversation from feeling like a sales pitch. Remember your focus is to get the lead not sell the product. Avoid getting too technical, that is the estimators job.
Are they a genuine prospect?
Now that you have the potential customers attention and they understand the basics of the Bath Fitter product, it's a good idea to find out if they are genuine prospects. You want to make sure that you are spending your time with real potential leads.
Start a conversion about their current bathroom:
Have you been thinking about getting any work done in your bathroom?
Does your bath or shower need some help?
What would you like to change about your bathroom?
If they show interest they are a qualified lead. If these questions do not spark a conversation about their bathroom, they may not be interested in Bath Fitter at all. Hand them a flyer regardless. They may have a friend or family who needs Bath Fitter.
Which questions should you ask when qualifying a prospect?
- Have you been thinking about getting any work done in your bathroom?
- Do you have any questions?
- Does your bath or shower need some help?
- Are you interested in more information?
- What would you like to change about your bathroom?
What step should you take if you have determined the person is a good prospect?
- Ask them if they would like a Free Estimate
- Give them information regarding all Bath Fitter options
- Find out more about their needs and show they why Bath Fitter is the solution