What are small ticket items & upsells I can use as precursors to my big ticket item...a shower door?

8 replies
I am the owner of a business that installs and fabricates custom shower doors. As an offline business I realize that just selling a one-off big ticket item does not leave me much room to play with. I sell/install the shower door and never see the customer again. There's got to be a better way to monetize the customers. To get them on a recurring basis or something. I just haven't figured out how.

I know that the system for an online marketer is to build a list with a squeeze page, sell a small ticket item, then continue to upsell until you can sell them your big ticket item. Or simply have it be a membership site.

Offline businesses that have recurring customers are magazines and the like. I'm wondering if this can work for a shower door business where the items are big ticket items already. And if it can, what are some suggestions for small ticket items and possible upsells?

Or maybe there is another business model that would be better than this that I just haven't thought of before?

Anybody have any ideas or experience with this? It would be a big help.
#big #door #itema #items #precursors #recurring #shower #small #ticket #upsells
  • Profile picture of the author Vid Yo
    hhhmmm...

    many online marketers actually give stuff away for free in exchange for a way to keep in touch with the potential customer (email address).

    if i were running your business, i think i would give away a magazine/guide filled with images of custom shower doors already completed to give them some ideas. i would also add something interactive to somehow take them thru the process of deciding how to design their new door. perhaps, taking into consideration their personality, age, gender, if they're remodeling for investment, etc.

    just a thought.
    Signature
    Need Web Design Leads?
    These Aren't Your Average Kind. Click Here Now!
    {{ DiscussionBoard.errors[8472516].message }}
    • Profile picture of the author MorganP
      Originally Posted by ncp63837 View Post

      i think i would give away a magazine/guide filled with images of custom shower doors already completed to give them some ideas. i would also add something interactive to somehow take them thru the process of deciding how to design their new door.
      Would the magazine/guide be online or sent through snail mail?

      When you say "guide", can you give me an example of what you mean?

      When you say "something interactive" do you mean software that allows the potential customer to build a virtual representation of their bathroom and plug various shower doors in there to see what they would look like installed? If so, who makes software like this?
      {{ DiscussionBoard.errors[8473070].message }}
  • Profile picture of the author NewParadigm
    maybe focus your efforts on OTHER people to who interact with your potential customers. perhaps tile guys. people who get glass shower doors are prob tiling a new bathroom/shower. Or plumbers who get contracted for new bathroom fixtures.
    Signature

    In a moment of decision the best thing you can do is the right thing. The worst thing you can do is nothing. ~ Theodore Roosevelt

    {{ DiscussionBoard.errors[8472723].message }}
    • Profile picture of the author MorganP
      Originally Posted by NewParadigm View Post

      maybe focus your efforts on OTHER people to who interact with your potential customers. perhaps tile guys. people who get glass shower doors are prob tiling a new bathroom/shower. Or plumbers who get contracted for new bathroom fixtures.
      This is an excellent idea. Do you mean jv partners? I've thought about the JV partnering thing myself. You have any pointers for how to approach potential partners so that they will respond with a positive reaction and feel like they are getting something good out of the deal? I'm not exactly sure what to offer them and how to keep them motivated to keep sending people to me.
      {{ DiscussionBoard.errors[8473095].message }}
      • Profile picture of the author misterme
        Originally Posted by MorganP View Post

        I am the owner of a business that installs and fabricates custom shower doors.
        I sell/install the shower door and never see the customer again.
        There's got to be a better way to monetize the customers. To get them on a recurring basis or something.

        Offline businesses that have recurring customers are magazines and the like. I'm wondering if this can work for a shower door business where the items are big ticket items already. And if it can, what are some suggestions for small ticket items and possible upsells?

        Or maybe there is another business model that would be better than this that I just haven't thought of before?
        NewParadigm's suggestion, if I'm getting it right, is but one of many ways you can do this. And you ought to arm yourself with several ways, not just one.

        What he may be suggesting, or what I'd suggest, is you can refer contractors for their home repair needs.
        The contractors pay you a commission when they book a job from your referrals.

        You can do this in a few different ways. Doing what's called an endorsed mailing, for example, is one way.

        Other things you can do:

        Nothing's coming to me in terms of a subscription repeating income thing to do, unless you have a maintenance program you can sell. I know tile grout gets dirty, glass doors get filmy, tile needs to be re-protected, stalls get chipped... I understand that's not the shower door business but if you can do a program where you keep their showers clean and brand new looking twice a year maybe, then why not? See if it sells.

        People getting new shower doors are maybe also working on their homes so more things you can do:

        Host an event every few months where the other contractors can speak to your clients. Make it like a little cocktail party providing drinks and snacks to get people in to see the latest.

        Not only work with contractors but home remodelers too. Maybe people want new bathroom designs. The latest fixtures.

        Expand your offerings into these related areas and become the guy who gets the other contractors leads.
        Signature
        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
        {{ DiscussionBoard.errors[8473184].message }}
      • Profile picture of the author NewParadigm
        Originally Posted by MorganP View Post

        This is an excellent idea. Do you mean jv partners? I've thought about the JV partnering thing myself. You have any pointers for how to approach potential partners so that they will respond with a positive reaction and feel like they are getting something good out of the deal? I'm not exactly sure what to offer them and how to keep them motivated to keep sending people to me.

        callem up and say, hey, thought we might want to work together increasing biz. I'll refer people to you, you refer people to me. Perhaps we go in and give them a unified one stop shop quote for their bathroom. I'm open to suggestions on how we work together.

        trade leads, referrals, maybe do a mailing out together to both your past customer lists.

        or possibly just offer to pay the other contractors for a live lead.

        Go to any plumbing fixture shops and offer to set up a nice glass door on their shower vignette displays. then leave your promo material. go to tile and marble/granite shops and offer to do a nice glass door display in their shower vignettes..
        Signature

        In a moment of decision the best thing you can do is the right thing. The worst thing you can do is nothing. ~ Theodore Roosevelt

        {{ DiscussionBoard.errors[8473426].message }}
  • Profile picture of the author laurencewins
    Bathrooms and showers need lots of extras. Whether it's a caddy to hang over the shower arm itself, a shower mat to go on the floor, cleaning products, etc. Perhaps you can find someone that sells these types of goodies and create a deal that provides the customer with the extras when they buy the door? I am not sure how a JV would work but I know there would be opportunities out there if you look for them.
    Signature

    Cheers, Laurence. Writer/Editor/Proofreader.
    Website / Blog for more info.

    {{ DiscussionBoard.errors[8476891].message }}
  • Hi,

    Have you tried local marketing tactics online? I am sure you will have new customers if you are going to market your service online. These days it is now easier for you to market your product especially with local search feature that Google is now trying to promote.
    {{ DiscussionBoard.errors[8487645].message }}

Trending Topics