Learn why your company should consider adopting a digital presentation and quoting solution sooner rather than later.
So here we are facing the challenges of 2023. Demand for home improvement is still relatively strong compared to the boom of the last two years. But sales pros’ ability to convert leads to sales is lagging. In fact, industry stats show a 19.4 percent decrease in lead conversion during this boom period.
What’s going on? It sounds to me like the sales phase of the lead conversion funnel needs some updating to adapt to today’s changing consumer.
Maximizing lead conversion efforts – also known as “sales enablement” – requires that your sales organization has access to the information, content and tools needed to sell more effectively.
For the purposes of this article, we’ll focus on an industry specific digital sales enablement tool, Paradigm Vendo, designed to enable home improvement salespeople to sell more and provide the experience home improvement buyers are looking for in 2023.
Let’s take a look at eight reasons why your company should consider adopting a digital presentation and quoting solution sooner rather than later. Can digital selling improve your lead conversion? Spoiler Alert: Yes.
1. Consumers Expect It
Let’s face it, long gone are the days of a six-inch-wide pitchbook loaded with disorganized, sloppy materials. According to a recent survey, 75 percent of consumers expect companies to use new technologies to create better experiences.
Many other industries wow their customers with the use of technology in their presentations. That said, a recent State of the Connected Customer survey discovered 62 percent of consumers say their experiences with one industry influence their expectation of others. Time to step up our game!
2. Providing What Consumers Want: A Personalized Experience
Check this out from the recent J.D. Power survey of more than 3,000 customers who made home improvement purchases in the past 12 months:
“Manufacturers and retailers that personalize the experience will see higher overall satisfaction scores. Driving an engaging environment that brings awareness to how customers can customize their purchase, as well as proactive communications to set realistic expectations and educate customers will go far in this industry. Customers will be willing to invest more when they have this type of experience.”
Enough said? If not, consider this: 89 percent of today’s consumers buy based on the overall sales experience, regardless of price or functionality. Digital tools like Paradigm Vendo shine at providing an engaging experience that adapts to each unique customer.
3. Going Beyond Your Product Demo
While showing off your product samples is important, there is so much more you can do to shine the light on your solutions. Digital presentation tools can bring your story to life with videos, images, and stories to help your prospect get the full impact of the value of your offering. This is very important and useful when trying to communicate, for example, the importance of your installation excellence.
4. Provide the Best Experience for Your Salespeople
Sales enablement with a digital presentation and quoting tool will help your salespeople be the best they can be. Consider this: Research shows that 48 percent of sales calls end without an attempt to close the sale! Additionally, countless presentations are made by salespeople who skip other critical steps in the sales process.
Tools like Paradigm Vendo push salespeople to stay on track and follow your recommended, proven sales methodology. No more skipped steps! Additionally, if you want to attract and keep the very best salespeople, offering them cutting edge digital sales tools and training is critical.
5. Fast, Mistake-Free Quoting and Estimating
Let’s face it. Configuring and pricing home improvement products (windows, doors, siding, roofing, etc.) can be complicated. An overly complex quoting process confuses sales reps and customers, slows down deals, and introduces errors that limit your long-term profitability.
Using a digital presentation and quoting tool that guides you and your customer through the product selection process and instantly prices the job simplifies the experience and reduces pricing errors.
6. Presenting Price with Confidence
Ok, it’s time to present your price. Are your salespeople presenting price in an easy-to-understand, believable manner each and every time? Research shows that your prospect finds the price generated by your iPad, computer, or similar devices, is much more credible than a price simply stated by your salespeople or written down on a piece of paper.
In addition, leveraging built-in financing options will seamlessly offer affordable solutions and will significantly increase your close rate and average ticket.
7. Reduced Training Costs and Ramp-Up Time
Getting your salespeople trained and up to speed can be quite the undertaking. A digital sales enablement tool like Paradigm Vendo can certainly shortcut this process and get your salespeople up and running and productive more quickly.
8. Increased Closing Rates and Profits
Let’s get to the bottom line! Everything stated above will lead to higher closing rates and ultimately, higher profits. Studies show a typical bump of up to eight percent in lead conversion of your demos. Combine that with lower training costs, fewer quoting mistakes and better customer/salesperson experiences, and you have something to help scale your business and take it to the next level.
Technology for the Win in 2023!
As we navigate through the rest of 2023, now is the time to embrace technology and bring your sales process up to today’s standards, by implementing a digital presentation and quoting solution like Paradigm Vendo — the ultimate in digital sales enablement for home improvement pros.
Learn More about Paradigm Vendo