If you’re a kitchen designer, contractor, or retail associate in the kitchen and bath industry, you know that word of mouth is powerful. You may find yourself being recommended as the expert to talk to on many occasions. Your advice and influence mean everything. When a client or customer is in an urgent state, such as when their dryer has stopped functioning, their faucet has broken, or their refrigerator has gone out, helping them choose the right in-stock kitchen or bath product can give them the confidence to make the right decision and purchase the product they need quickly. Whether they’re pressed for time or dealing with a limited budget, it’s important to keep a few things in mind to ensure they choose the right appliances for their needs. Remember, they’re coming to you for advice, so be prepared to act quickly to help them solve their problem.
Of course, the simple answer here is to focus on in-stock items that are available as soon as possible from your local kitchen and bath retailer. However, it’s important to be prepared to act quickly and let your expertise shine. Being able to educate and provide the most meaningful product options to meet their needs will allow them to appreciate the product and, most importantly, you. Here are a few things to keep in mind when interacting with such a client or customer:
- Quickly assess their needs and priorities – Asking questions upfront will help you narrow down recommending the right in-stock items for their needs, Ask questions like: Is the item for just you or a family? What are the most important features you need in a kitchen appliance? Do you need high-end features or are you looking for basic functionality? Do you have a brand preference? What is the current brand you are replacing? What are the dimensions of the space you have available for the appliance? Is energy efficiency important to you? What is your budget? Answering these questions will help you determine the right appliances that best fits their needs. Remember, there are many nuances like voltage or freestanding vs built-in product types to recommend. Knowing this in advance will help the process go as smoothly as possible.
- Understand the latest features – As technology is constantly changing, it’s important to keep in mind that shoppers are typically in the market for kitchen and bath products once every 10 years. Once you have a clear understanding of their needs, having knowledge of the latest in technology and features can help you provide expert recommendations for in-stock items that can be delivered quickly as a solution.
- Compare and contrast – Once you have a clear understanding of your client’s or customer’s needs, you can narrow down the choices of in-stock items that can be delivered quickly. Discuss the features of each brand and model, including energy efficiency, pricing, installation cost, and warranties offered. In many cases, advanced features come with a higher price tag, so it’s important to educate them and allow them to make an informed decision. However, don’t overwhelm them with too much information, as they are still under time pressure and may have a limited budget.
Selecting the appropriate kitchen appliances can be a daunting undertaking, particularly when a customer is in a state of urgency. Nevertheless, by evaluating their requirements, being well-prepared and well-informed, and being able to compare and contrast various options with confidence, you can aid your customer in identifying the ideal kitchen appliances that are both affordable and tailored to their specific needs. What are your thoughts? Do you ask any additional questions? Comment below.
Kitchen & Bath Marketer – Pacific Sales/Best Buy