Thank you Luke for the reply. Have you considered putting together a presentation book using those brochures for you to review the products along with leaving them a copy? Or if you use a laptop you could create a digital presentation to inform your client on the products of interest. The advantage of putting together a structured presentation book would be to promote your services and products with all the right information to assist the buyer in selling themselves on the product and you.
I would suggest putting together your presentation on your company and it's products and services to separate yourself from your competitors, for they too are probably using manufactures brochures as their presentation.
In my opinion, people buy from people. I'm like Luke; I'll provide you with all of the information that you need to make an educated decision. If I forget anything or you need something more, you have my number, email, fax, text, etc. I'll be happy to provide any additional information needed.
"Slick" sales presentations tend to turn me off, do I tend to stay away from them as a general rule of thumb. I been doing it for many, many years this way, and it's still working for me!
Thanks Mark. I started in the industry as a Superintendent and "graduated" to designing and selling later. I was drawing by hand (and not using stencils and tracing either!) and then decided to learn AutoCAD from the guy that drew all of the commercial pools for the company I worked for. That was a huge step at the time, and I was able to use my laptop to not only show my potential customer my design, but to also make changes (move the spa, add a waterfall, etc.) while speaking with them.
I no longer design or sell pools (I own a company that treats water www.poolservicestech.com), and also work for a plaster company, where leaving material for finish options is a good part of the job. I have a lot of competition for work, and try to be very aware of what the customers needs are and how I present myself in relationship to how the "other guys" do it. I think that appearance, professionalism, a great attitude and a willingness to provide guidance and listen to the customers wants is really the key to making the sale. Maybe my current work does not make for a real laptop presentation (I can guide them to our web page for time lapse video), but I think that the individuals presentation and professionalism is the driving force in making the sale!
Great topic! I'm going to keep following it and see if I can learn something new!
Nice discussion Mark - hope that all goes well with you & PoolProOffice in 2010 !!
As poolbuilders back in 1996, we created PoolDraw in order to be able to provide a laptop presentation to prospective customers by engaging them in their own design. We would often work out of home builder models and would present the pool options and customize the designs with a few mouse clicks. As you said Mark, today's 3D visualization has added a great dimension to the sales presentation.
As PoolDraw I talk to many poolbuilders from all over the country - both existing PoolDraw users & prospects. I always ask how they get their leads and handle their sales calls. For some pool builders their laptop is their main tool - they are set up to design on the spot and get immediate feedback from the prospective customer. Others are more comfortable taking notes, hand-sketching ideas and getting back to the client with design ideas and a proposal. The time saving advantage of using software to design a pool is the ability to create a variety of renditions of the same design/backyard space .... move/resize the steps from a to b, adjust the pool size (perimeter/area) to work within a budget, position the pool to create different deck space .... and therefore easily provide more than one option for the prospect to choose from. As Glen said "it all depends on the prospect" .