The face of in-home sales is going to change
COVID-19 will change how business is done. Those products that require in-home selling to consummate the sale (Measurement, Product Specification, Options) may never return to "across-the-table" contact. What are specialty dealers to do? What are consumers to do? While the "magic and mystery" of certain products will stay, and the need for specialists to help explain and design replacement and/or installation will remain key to a successful remodeling job, the platforms will need to rely more and more on the Internet to walk the consumer through the process.
So the coming challenge is how to be the source of the needed information, but work in the social distancing environment we face today. It can be done. The key is to shift focus from "exclusivity" of your product offerings (let me show you) and concentrate on the "sameness" of the existing circumstances for which your products were designed (let me help you). It will be that you do it better, and improve the performance.
In the coming issues we will explore how to do one-on-one with your customers while limiting contact — using online as an ally, rather than sell against it.
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