18 {{ upvoteCount | shortNum }}
18 {{ upvoteCount | shortNum }}

Cost effective leads for replacement Kitchens

by alanj
13 replies
Following a lengthy absence caused by a severe head injury and on-going complications, I'm finally well enough to get back to selling kitchens again but am struggling badly for leads, any ideas to generate some , cost effectively would be highly welcomed
#cost #effective #kitchens #leads #replacement
  • Profile picture of the author Claude Whitacre
    Originally Posted by alanj View Post

    Following a lengthy absence caused by a severe head injury and on-going complications, I'm finally well enough to get back to selling kitchens again but am struggling badly for leads, any ideas to generate some , cost effectively would be highly welcomed
    I've never sold kitchens, but I'm assuming it's not something you can sell, if there is no prior interest. Or at least, that's not how most sales are made. Am I wrong? Can a new kitchen be an impulse buy? I know a $2,000 vacuum cleaner vacuum cleaner can be.

    So, if you need to find the interested people. Flyers on doors in nice neighborhoods, Local advertising in the newspaper. Local online advertising. Create a few videos about your kitchens. Use part of what the company provides. You'll likely get leads pretty quickly that way.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[10087475].message }}
    • Profile picture of the author tryinhere
      Originally Posted by Claude Whitacre View Post

      Can a new kitchen be an impulse buy? .
      Without a doubt 100% yes it could be, working along similar thinking / lines It is possible to sell a 10K plus line on impulse where people have been browsing for a completely different item probably only worth a few hundred, and it happens more often than not.
      Signature
      | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
      {{ DiscussionBoard.errors[10087523].message }}
      • Profile picture of the author ewenmack
        A clever Texas kitchen replacement company
        has done something what buyers want most...

        See designs of what their new kitchen look like
        and feel empowered to be part of the design process.

        The problem when buying a new kitchen replacement
        it is very hard to imagine what the new one would look like in her space.

        They resolved this by installing a design program on laptops
        and took them to the homes.

        They created so much value for this service they charged for it.

        The proposition is...

        "Even if you don't use us to supply and install your new kitchen,
        your kitchen design and plan is ready for another firm to supply and design.

        They are being seen as the most valuable in the marketplace
        because they are the only ones offering what buyers want most.

        Now the advertising pays for itself, even if prospects don't buy
        the kitchen and installation from them.

        However the vast majority do.

        Best,
        Doctor E. Vile
        {{ DiscussionBoard.errors[10087550].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by tryinhere View Post

        Without a doubt 100% yes it could be, working along similar thinking / lines It is possible to sell a 10K plus line on impulse where people have been browsing for a completely different item probably only worth a few hundred, and it happens more often than not.

        Then, if it were me, I'd put fliers on doors, giving them a gift to get a free estimate on a new kitchen. Most really just want the free gift. But in the back of their mind, they are at least thinking about it.

        Any gift, a free pizza, a case of soda, A pack of beach toys, gardening tools.....heck, I knew a woman that just gave $20 bills for a presentation.

        The people call in, you go out that night. It's how we used to fill in any empty slots for appointments, for my reps.

        If I were going back out into the field today, it's what I would do. Put out 100 flyers on doors, one or two call in. You can hire kids (as long as you supervise) to put the fliers out for you.

        If we needed 5 appointments, we put out 500 flyers. 100 flyers takes about an hour for one person.

        In our office, 40% of those presentations bought a $1,600 vacuum cleaner. It can be used for just about any product.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        What if they're not stars? What if they are holes poked in the top of a container so we can breath?
        {{ DiscussionBoard.errors[10088326].message }}
  • Profile picture of the author Oziboomer
    I'd kind of think that modern kitchens last on average say 12-15 years or so depending on how much use they get and the type of people using them....you know...more kids...more damage.

    People who buy a home will often renovate often quite soon after purchase or as soon as they can afford to upgrade. Some have lines of credit linked to their mortgage because the mortgage seller has already made a suggestion they may need a little extra for renovations.

    So I'm thinking a few things.

    One can you target recent home buyers or get referrals from mortgage brokers in some way.

    Can you look at narrowing down targets to homes that were purchased say 12 - 15 years ago and use a similar approach to one of Ewen's earlier posts with "Does you home pass the guest test?" ??

    Can you get data from municipal records on dates particular suburbs were established and built so again you could look at that suburb that is 15 years old for example.

    You would probably need to test a few ideas by approaching some residents from those suburbs and surveying them as to how their kitchen is going?....Not trying to sell or anything but perhaps you could just help a few people with groceries heading from the supermarket to their cars just to narrow down a time frame that the idea of renovations takes hold.

    Once you get some feedback from homeowners you can narrow your targets and do some postcard campaigns or other marketing to the target.

    You could potentially survey people who are "thinking of buying" appliances.

    Often new home buyers and other people considering renovations will do some window shopping in the whitegoods retailers to look at models and pricing etc.

    I know in my local whitegoods retailers the sales people are always busy serving someone so usually people are mulling around the kitchen cooktop displays waiting for assistance...you could just be browsing a few and strike up a conversation asking an opinion about a model of cooker or fridge etc you are looking at from someone else who is waiting to be served.

    Not to prospect but to just get a feel for "why they are looking today"...and "Gee...these XXX have come a long way since Iast bought a fridge...what do you think?" They you might uncover some useful feedback as to "why the shopper has come to browse today"

    You then take a step back to see how you can reach out to those people.....

    Maybe "A guide to modern appliances to upgrade your kitchen"

    You could do that online or even as a postcard campaign with the guide offered for free when the respondent calls for the guide.

    Anyway...just a few thoughts.
    Signature
    {{ DiscussionBoard.errors[10087522].message }}
  • Profile picture of the author Steve The Copywriter
    If I was in direct sales I would be tempted to sell vacuums rather than kitchens or for that matter windows or any big ticket home improvements.

    Bigger market, easier leads and faster sales.

    But I don't think there are any "sell in the home" vacuum companies here in the UK.


    Steve
    Signature
    http://www.warriorforum.com/warriors...right-now.html
    {{ DiscussionBoard.errors[10088608].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by Steve The Copywriter View Post

      If I was in direct sales I would be tempted to sell vacuums rather than kitchens or for that matter windows or any big ticket home improvements.

      Bigger market, easier leads and faster sales.

      But I don't think there are any "sell in the home" vacuum companies here in the UK.


      Steve
      Several products/companies can be sold well in just about any home.

      Fire alarms, burglar alarms, vacuums, water purifiers, windows, lawn care, pest control, insurance, investments....

      People are making fortunes in all of these areas.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[10088855].message }}
    • Profile picture of the author tryinhere
      Originally Posted by Steve The Copywriter View Post

      If I was in direct sales I would be tempted to sell vacuums rather than kitchens or for that matter windows or any big ticket home improvements.
      Bigger market, easier leads and faster sales.
      But I don't think there are any "sell in the home" vacuum companies here in the UK.

      Steve
      apples for apples It would take the same effort to sell a 10K+ kitchen as it would be a vacuum cleaner if that's what the customer was looking at and on any given day It would be a better return selling kitchens than smaller items, for the same time give or take the commission on a kitchen would far out way a small item.

      Often in bigger ticket items you can make around 500 - 1K an hour / appointment so you only need to convert a few leads a week to start making some good money.
      Signature
      | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
      {{ DiscussionBoard.errors[10089221].message }}
  • Profile picture of the author Steve The Copywriter
    Yes I know.

    But everyone needs a vacuum.

    Here in the UK (I don't think) anyone does direct selling.

    It's a great shame because the potential is limitless.


    Steve
    Signature
    http://www.warriorforum.com/warriors...right-now.html
    {{ DiscussionBoard.errors[10089217].message }}
  • Profile picture of the author Steve The Copywriter
    Yes very true.

    The big plus for me would be - I can work a vacuum (and given time do a great demo - without tripping over the flex - bet Mr Whitacre says he never did this - my money would be on me doing it 3 times out of 4).

    And I wouldn't have a clue what to say or do about a kitchen.

    It may be best that I keep at it as a copywriter.


    Steve
    Signature
    http://www.warriorforum.com/warriors...right-now.html
    {{ DiscussionBoard.errors[10089226].message }}
    • Profile picture of the author savidge4
      Just because its just the way the universe works, I will put $10 down that says you get contacted to write copy for Kitchen remodeling in the next month LOL ( and please.. don't trip over the flex on the way to answering the phone )

      Originally Posted by Steve The Copywriter View Post

      Yes very true.

      The big plus for me would be - I can work a vacuum (and given time do a great demo - without tripping over the flex - bet Mr Whitacre says he never did this - my money would be on me doing it 3 times out of 4).

      And I wouldn't have a clue what to say or do about a kitchen.

      It may be best that I keep at it as a copywriter.


      Steve
      Signature
      Success is an ACT not an idea
      {{ DiscussionBoard.errors[10089680].message }}
    • Profile picture of the author Claude Whitacre
      Originally Posted by Steve The Copywriter View Post


      And I wouldn't have a clue what to say or do about a kitchen.

      Steve
      Maybe not. Neither would I. But if you or I talked to a Kitchen Salesman for a couple of hours, we'd be able to create something that would sell kitchens better than they were used to.

      You have the structure of selling, the best ways to paint the picture...the compelling questions that the prospects are already asking.....how to hold attention....the sequence of creating desire....you're already 90% there, before you begin. I know that for a fact.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      What if they're not stars? What if they are holes poked in the top of a container so we can breath?
      {{ DiscussionBoard.errors[10089696].message }}
  • Profile picture of the author Steve The Copywriter
    Yes, the tried. tested and proven principles of the noble art of selling can be applied to any product or service.

    It always helps to sell something that you are strongly interested in.

    The more passionate you are about it the better.

    And this is where I would stumble with kitchens.

    I'm just not that bothered about them.


    Steve
    Signature
    http://www.warriorforum.com/warriors...right-now.html
    {{ DiscussionBoard.errors[10089871].message }}

Trending Topics