What Customers Want: 7 Key Elements in Home System Sales
Surprisingly, cost is one of the least important concerns that home systems salespeople face. More meaningful considerations – according to the survey – are the convenience of buying multiple systems from one contractor; a company’s reputation for high-quality service; and guidance in selecting the right systems for a homeowner’s lifestyle.
Working with one contractor also provides customers with a direct line of accountability. “That gets expressed directly to us all the time. Clients want to do business with as few people as possible, especially when it comes to low voltage systems,†says David Rogers, vice president of systems design, and the founder and CEO of Dallas Sight and Sound in Addison, Texas. “A great example is when we are involved with networks or the Internet, the fact they have to deal with more than one company is frustrating. If we could provide them with dial tone, they would love it. It’s an accountability factor; they have one company to hold accountable.â€