Question
With a new customer, I spend virtually all my time getting the layout, style and finish perfected. When it comes to accessories such as cutlery trays, spice racks, etc. I usually hand them a catalog and let them decide. This doesn't seem exactly optimal, and I find these types of items pretty boring to contemplate.
So how do you approach the selling of accessories? How much time do you spend with the customer on it? How much is defined before you start of the kitchen?
Forum Responses
(Business and Management Forum)
From contributor C:
Like you, I spend a lot of time with a customer going over the details, and I will give them a catalog and let them decide on hardware and accessories, just flat out tell them that I do not get involved in these areas for the simple fact that it is purely personal taste, and they do not need my help. Customers do, however, value your input as far as what will work. I am working on one now where there was five or six finish changes, and many issues with what space will work for what.
I just go with the flow until the design is nailed down, then the real business begins. It has been my feeling that if you push customers along, problems will arise when they are rushed, but walk them through, and they get what they want, happy and they do tell friends. It might take longer to go to the floor, but far less changes.
I scanned from the catalog or found the pictures on the web. Each page has a picture of the item, the name I chose to use for it, my logo, and all specs I need to design a cabinet to fit the item. I have about 40 items in a professional looking binder that I show my client. Selections go quickly and smoothly. This binder has made me tons of money, and my Rev-a-Shelf rep told me I was the biggest buyer in my state - so it works!
