Page 6 - Demo

6 | January 2025 Slippery Rock Gazette
When you’ve reinforced your
connection to your client, solved their problems and shown real results, it’s that much harder for your competition to get their attention.
Training & EducaTion
Your Number One Customer is on Someone Else’s Prospect List
Q: What are your main goals for upcom- ing design projects?
When you understand their priorities, you can adapt your services to support these goals.
Q: What recent projects or milestones are you especially proud of?
Recognizing their accomplishments gives you insight into the kinds of projects that matter most to them. This can guide you in tailoring your offerings to support similar projects or styles.
Q: What are your favorite aspects of working with stone materials?
Understanding what they value in stone, whether it’s the aesthetic appeal, versatil- ity, or durability, helps you align your rec- ommendations with their preferences.
Q: Who are the key collaborators that help make your designs successful?
Learning about their network and pre- ferred partners can open opportunities for collaboration. If you work with comple- mentary suppliers or partners, this shared network can reinforce your relationship.
Q: Are there specific qualities or attri- butes your clients typically look for in stone?
Knowing client preferences, such as low-maintenance surfaces or unique color patterns, allows you to proactively suggest materials that meet these needs.
Don’t Wait to Talk to Your Clients
Year-end or right at the first of the year is a great time to do a client check-in. You’re demonstrating that you have a genuine interest in hearing directly from your client to understand how you can help their business. You can pick up on trends and gain insights to help shape your business approach.
With this insight, you can then reflect on what you need to do moving forward:
Do you understand your clients’ goals and what they need to find success with you?
How are you aligning sales strategies with your clients’ goals and success?
How are you empowering your sales team to become trusted guides for clients rather than just salespeople?
Please turn to page 7
Sales are down 15-25% for stone fabricators.
Sound familiar?
The entire industry is feeling the squeeze, and panic has set in. The knee- jerk reaction? Hire more salespeople. That’s an OK strategy, but before you rush into that, there are a couple of things you should do first — things that will be far more effective for your future.
With every fabricator chasing new sales, your best customers are sitting on someone else’s prospect list. They’re getting targeted — and courted — by a salesperson intent on moving their busi- ness. If you’re not in the mix, you might be in for a surprise.
The smartest move you can make right now is to get really close to the clients you already have. I’m talking about you, as the owner. You can’t just delegate the task to your salespeople and hope they’re doing the right thing. Generals like to talk to generals.
So: when was the last time you per- sonally reached out and took them to lunch or grabbed a beer to find out how things are going, and what you can do to strengthen your business and meet their needs?
Think about it for a moment. This is how you started your business — by solving someone else’s problems. It’s still the best way to keep your customers coming back. It’s also a way to uncover issues you didn’t know about, or find new ways to grow your relationship.
I love taking my fabricator clients’ best customers to lunch. It’s not uncommon to walk away with three pages of notes and learn new things. Did we fix all their problems? No, and they didn’t expect us to. After one recent meeting, though, we tackled a key issue and even devel- oped new tech to solve it. The result? Monthly sales jumped from $33K to $77K. Coincidence? I think not.
And, when you’ve reinforced that connection, solved their problems, and shown real results, it’s that much harder for your competitor to get their attention.
This strategy has two major impacts.
Tim Saddoris
Grand Onyx
You’ll build stronger relationships. Your clients will trust that you’re invested in their success, and that kind of loyalty is invaluable.
You’ll create new capabilities. By under- standing and solving their problems, you’ll innovate — developing new products or processes that your competitors don’t have. Do this often enough, and when the econ- omy bounces back (as it always does), you’ll be leading the pack with new capa- bilities, and your sales will skyrocket.
Key Questions for Owners and Sales Teams
When you’re at lunch, go in with a plan. You’re not just sharing a meal; you’re doing a bit of detective work to uncover information to help you and your team do a better job of serving your clients. Here are some of the key questions you’ll want to ask.
Strengthening Builder Relationships: Questions to Ask Your Builder Partner
Q: What challenges are impacting your projects right now?
Understanding their pain points allows you to anticipate their needs and proac- tively address issues.
Q: What new projects or markets are you excited to explore this year?
Knowing what’s ahead helps you align your offerings with their upcoming goals. You can recommend products and services that support their vision.
Q: What qualities or processes make your projects stand out?
Learning what they’re proud of lets you tailor your services to support their strengths.
Q: What are your main goals for upcom- ing builds?
When you understand their primary goals—like reducing timelines or securing
high-end clients—you can adjust your ser- vices to help them achieve these objectives.
Q: What recent projects or milestones are you especially proud of?
Recognizing their accomplishments fos- ters goodwill and gives insight into the types of projects they value most, so you can align your offerings accordingly.
Q: Are there specific materials, design trends, or construction methods you’re interested in?
Staying current with their interests allows you to proactively suggest products or methods that resonate with them, posi- tioning you as an insightful resource.
Q: Who are the key partners and suppli- ers that support your projects?
Understanding their network may reveal collaboration opportunities or mutual part- ners, strengthening your business relation- ship and building trust.
Strengthen Interior Designer Relationships
Q: What challenges do you face when working with clients on stone selections?
Understanding their difficulties, such as budget constraints, availability issues, or specific aesthetic needs, allows you to rec- ommend suitable options proactively.
Q: Are there particular styles or materi- als you’re drawn to for upcoming projects? Knowing their design preferences enables you to offer relevant product suggestions, such as trending materials or unique stone patterns — aligning your offerings with
their creative vision.