I know that this may sound like a bold claim but I am serious, if you are in the business of selling conservatories then I am going to give you some actionable steps you can make to sell more conservatories in 30 days.
With 12,500 specialist double glazing and home improvement companies who fit windows and doors in the UK, competition has never been tougher.
The way people research your business has changed, they no longer rely on you to supply the information they need to make a purchase, they go online and research for themselves and it is estimated that 60% of the buying decision has been made before they decide to contact you.
This means that most of the decision making process is out of your control.
So what are you to do?
You need to be the one that is providing the answers to their questions when they search online. You will know the answers to these questions as you should hear them on a daily basis.
The reason I have selected double glazing firms is because I have had so much success with helping similar businesses that I felt I just had to write this post.
Not only that, in general most companies of this kind are doing a very poor job at creating content that their customers want to read, to help them buy their products.
So here are my seven steps to sell more conservatories in 30 days.
Step 1: Create a blog
You may already have one of these but if you don’t, speak to your tech team or web developer and get them to add one to your website.
The cost to do this should be very small and believe me it will turn out to be one of your best investments and after 30 days, used correctly, will become one of your biggest marketing assets.
The blog is where you are going to add all this great content that will attract buyers to your website.
Step 2: Arrange a meeting with your Sales Team
Get your Sales Team together, if you can get everyone in your business to come that would be even better. Everyone can help with this but the best people to invite are the people who speak to your customers every day. In most cases this will be your Sales Team and Customer Service team.
Step 3: Brainstorm ideas
In this meeting you need to have a brainstorming session around all of the questions everyone hears everyday about your products and services.
In no time at all you will have a list of questions, it is not uncommon to come up with at least 100 questions.
Step 4: Create content that answers these questions
Now that you have a list of questions and a blog in place it is now time to answer these questions. Create around 400- 600 word articles that answer the question in detail. Now that you have this content you have now attracted your best customers to your website.
Your prospective customers are going to search on Google for these questions and you are now going to show up as an authority in this field and this will direct them to your website.
Step 5: Create a premium offer related to your content
Now that your prospects are finding your content we want them to make themselves known to you so they don’t just simply leave your website. If they leave you have lost your chance to help them further and turn them into actual customers.
Create a more premium piece of content that is related to the blog post they have just read. This could be in the form of a ebook or white paper.
Here are a few you may want to consider, however the questions you come up with will really lead what premium content you create.
- 10 things to ask before you buy a conservatory
- What to expect when you buy a conservatory
- 7 of the most popular conservatory types and how much they cost
Then upload it to your website.
Step 6: Create a call to action
A call to action is like a little advert that you put at the bottom of your blog post. This will be to promote the premium content you have just created.
The more relevant this call to action is to the content they have just read the higher the number of people will click on it.
I would love to show you an example of your competitors who are doing it well but to be honest none of them are.
Step 7: Create a landing page
When someone has clicked your call to action you want to send them to a specific landing page that talks about the benefits of downloading the premium offer.
Include a form so they can give you some information in exchange for this helpful premium content. This will mean these people are now known to you and you can send them helpful emails that helps them make their buying decisions.
I studied over 20 companies advertising on Google for conservatories and none of them were using landing pages.
If ever there was a time for you to get ahead of your competitors, IT IS NOW!
By following the steps above you are not only being helpful to your buyers but building an affinity with your brand because when they come to buy a conservatory who do you think they are going to buy it from?
I have seen it happen so many times. Just remember to be helpful and avoid being salesy.
Sales talk will turn them off, whereas helpful information will build trust.
This process is called Inbound Marketing and this is how you attract, convert and close more customers online in 2015.
Try it – you will be surprised how well it works. Good luck!
Let me know how you get on – I’d love to hear your success stories and of course your challenges!