Today, the Baby Boomer generation is much better educated and has access to all types of marketing materials on windows and has the Information Highway for research. They are more rushed than our earlier generations. They are often two income families, and they don’t have time to sit through hours of window presentations. They don’t want us to tell them how great we are, how great our company is, how great our windows …because everyone is selling them the same line…”We are the best!” They don't want us to tell them they need their spouse to make a window purchase for the free gift certificate to Outback Steakhouse. The reason the consumer shops around and gets multiple prices is not because they want to waste our time. It is because we are wasting both theirs and our time with an outdated sales tactics. The traditional sales process fails to generate enough trust and confidence in the prospect so they feel comfortable pulling the trigger and making a purchase. The outdated traditional sales approach says they need to trust us some what. Today, they need to trust both us and themselves to make an educated buying decision. We think sales tactics used for years are still good in a way. We also know of people who have developed new ways that work great today. One of our good friends owns a Kirby Dealership. These guys are good!! He's not pushy or persistant. He spends more time listening to their questions and what they want. He then uses these things to educate and sell. He also lets the product sell itself. He compares them to each other. Not by bashing or smack talk. He shows the customer different machines and where the difference is. This is the way we sell our windows. Samples of each style they would want to use. They can see the difference for themself. I don't want to bash other manufacturers. I can just show them all the pro's and con's of each unit. I try and educate them on all the brands with an honest opinion. If they buy from us or someone else I give them the same honest opinion on all products across the board! We want to sell them what they need. Not what we can get them to buy that they don't really have to have. The consumer today has to trust and feel comfortable with us. They have no choice after all the horror stories and scams today. They have to feel comfortable that we're not scamming them out of their money. They also want to make sure they are getting the best bang for their buck. Our biggest sales pitch every time is "Get other quotes and bids". We don't want them to sign today. We want the customer to spend the time educating themselves on what they are buying. We feel confident in what we sell and how it's installed. The only time we loose a job is when someone can't afford what we're selling or gets a lower price. Usually not getting a product comparable to ours. They choose the bottom of the barrel brand. Cheap garbage that we generally go out and replace later. Consumers are wise to a lot of the BS people try and sell them. They always have that consumer shield up until they feel good. It's up to us as sales people and installers to honor all our promises with pride and respect. Remember - This is what America was built on. A handshake was all we needed. I bet our forefathers are rolling in their graves from what they see today!
First thing to do is figure out what you want and can afford. Wood, Vinyl, Fiberglass or Composite. In these choices you need to know what exterior colors you can get and what's the exterior made of. Is it aluminum clad, vinyl clad, vinyl completely. Next thing you want to know is glass. How thick, Low E, Tinting and most importantly the spacer being used. If you really want to boggle their mind ask them if they use "Edge Deletion". This is good to have on your glass product! If a salesman tell you their foam filled frames are superior, FALSE! The savings are only pennys a year. The price you pay will never be returned to you. Signing today before they leave. Don't waste your time! Think about it. I tell my customers to shop around! Then lets sit down and compare apples for apples. Take your time and never sign a contract until you and your spouse can talk about it together alone. Take your time and be confident. Installation of your new windows is the most important thing involved in any purchase you make. It can make it or break it. (see the installation page for more on this) My last remark is to find a local manufacturer of windows. If you can deal with them sometimes you will find they have a great product for a great price. You don't always have to go with a big national supplier.
Be wise on your purchase. Your the one paying the tab. You have to look through these for years to come. Take your time and ask questions. There are no questions that are stupid. So Ask!!!
