The big competitors are being gobbled up by private equity companies. They\u2019re getting even bigger. They\u2019re getting more professional and systematized in their sales process.<\/p>
And even though leads are down, the \u2018word on the street\u2019 from industry associations is closing percentages are also down! Homeowners are doing more shopping. And to make matters worse, remodelers are closing a smaller percentage of the leads they do run<\/strong>.<\/p> The question becomes how can you be more successful closing leads you do<\/em> get<\/em>? And how can you increase the average bathroom order value \u2013 so sales don\u2019t decline by having less leads?<\/p> One way to improve sales WITHOUT blowing major money into \u2018more-expensive-than-ever Pay-Per-Click\u2019 (PPC) ads, and social media ad campaigns, is to develop a more professional process selling the prospects you do see. And one fool-proof way smart bath remodeling companies<\/a> are using to do that today is with in-home bathroom presentations<\/a>.<\/p> And if you\u2019re worried about how to use this technology and how much money you\u2019ll have to throw into developing this bathroom presentation for your business \u2013 I\u2019ve got great news for you.<\/p> First, you can get a professional bathroom presentation<\/a> (just like the \u2018big franchises\u2019 or players like West Shore Home uses) without spending one thin dime. That\u2019s crazy, but true.<\/p> And second, it\u2019s as simple to use as flipping through web pages on an iPad.<\/p> And if you\u2019re intrigued by this idea, but still aren\u2019t sure why you NEED a professional bathroom presentation<\/a>, here\u2019s 13 reasons to chew on before the train (\u2018er the market) leaves the station and you get left behind with too few jobs you\u2019re selling at too low a price.<\/p> And no matter what you do, DO NOT skip reading Reason #10. <\/em><\/strong>It can be the game-changer that allows you to get this sales presentation now \u2013 even if developing your own bathroom presentation<\/a> is a hill too high for you to climb.<\/p> Have you every said to yourself,\u201cI can\u2019t believe how much Bath Fitter, ReBath, West Shore Home (you name your \u2018favorite\u2019 \u2013 sarcasm intended \u2013 big-time bath competitor here) get for their jobs.\u201d And yes for a standard tub to shower conversion<\/a> these companies are raking in $15,000 to $20,000, and they\u2019re only selling a standard acrylic wall and base system for that price. The question is, how do they do it?<\/p> Well beyond their brand recognition (which does help), they use professional in-home sales presentations<\/a>. They look organized. They look professional. They sell the same job you quoted for a FAR higher price because in the home they inspire confidence and wow prospects.<\/p> While your distribution partner or manufacturer may have sent you an email or letter about discontinued patterns, it\u2019s IMPOSSIBLE to keep up with every supplier you\u2019ve got. And this gets you into trouble when you (or your sales rep) sells a job which has a discontinued pattern from an old brochure or outdated sales case you\u2019re working from. Then you get the \u2018tasty task\u2019 of calling the customer, breaking the bad news, then hoping <\/em>they don\u2019t cancel the order.<\/p> If you\u2019re wondering how you can keep yourself out of this hot water, it\u2019s to use a bath presentation<\/a> where the products are continuously updated by your distribution\/manufacturing partner. This ensures you\u2019re not selling discontinued stuff even if your brochures or sales case hasn\u2019t been updated.<\/p> When your rep is bumbling looking for brochures, can\u2019t find web sites to show a specific product, or can\u2019t locate on Dropbox<\/em> the pictures of a job which is similar to the one you\u2019re looking to sell, this your lack of preparation and organization can kill closing the job (especially when your big competitors pull out their iPad and have everything they need at their fingertips in the bath presentation<\/a>).<\/p> When you have a professional bathroom sales presentation<\/a> \u2013 you well look \u2026.. professional (and organized).<\/p> And when the bathroom presentation has all the wall panels offerings<\/a> by collections \u2013 with pictures to show how they look like in the context of a bathroom\u2013 it gets customers excited to buy your solutions\u2026 TODAY! \u00a0 One of the funniest 3 minutes in a movie IMHO (but I\u2019ll warn you, it\u2019s racy) is in The Candidate <\/em>when the awkward Presidential candidate Marty Huggins <\/em>asks his wife and kids to tell him the secrets, stories, and fibs about their indiscretions, so they won\u2019t get uncovered during his campaign. And, like Marty Huggins,<\/em> a problem you can have if you don\u2019t have a professional bathroom presentation<\/a> is a rep who \u2018improvises\u2019 (\u2018er that\u2019s a fancy code for making crap up) on the fly and tells \u2018untrue stories, fibs, and half-truths.\u2019 This hurts the credibility of your company (not that this has ever happened to any of us \u2013 sarcasm intended).<\/p> With a professional bathroom presentation \u2013 the content is truthful. You\u2019ll keep reps on tract, and on script.<\/p> Unless you can get someone to \u2018see\u2019 how their bathroom can be transformed, it\u2019s hard for them to commit money to get the project started.<\/p> This is where a \u2018before\/after\u2019 slider in a bathroom sales presentation<\/a> can do wonders. How are you sharing your before\/after pictures today? Is your salesperson fumbling trying to find the right before and after pics on their digital devices? Are images so hard to find they just blow off trying?<\/p> Have you seen a prospect get a \u2018glazed-over\u2019 look as you\u2019re going \u2018on and on\u2019 about the benefits of your process, products, and company? And as you know from Sales 101, the more you \u2018tell, the less you sell.\u2019<\/p> So, how could you get your prospect more involved (and invested), increase their excitement, and eliminate selections they end up NOT liking (even when they INSIST this isn\u2019t what they chose, but you know it IS their selection from the small samples your rep brought in the home)?<\/p> Well, the way to do that is to use a bathroom visualizer<\/a> (along with physical samples) so the customer can make selections while you\u2019re on the call! This will not only increase their excitement but helps them to \u2018see\u2019 in 3D room scenes if they like a specific pattern which your small samples cannot accomplish. This will eliminate the installer getting blindsided with a customer saying, \u201cI never ordered THIS pattern!\u201d <\/em>Even if you know that\u2019s EXACTLY what they ordered. However, now you\u2019re in a no-win situation. Either give them what they will like \u2013 and eat the cost \u2013 or force them to take what they don\u2019t like, they give your company a bad review, and kill your referral pipeline in the process. Getting your team to use technology can be tough. Then, on top of that, when you ask them to sell multiple products (like windows, doors, siding, roofing etc.), complexity goes up. And, in turn, so does their confusion and willingness to use in-home sales presentation platforms.<\/p> What\u2019s nice about a pro bath remodel presentation on Ingage<\/a><\/em> is there\u2019s other popular manufacturers (like ProVia as one example) who use this same platform for their products. In this situation, since the rep is familiar with the platform, it\u2019s simpler for them to switch between selling multiple products. The quickest way to lose a prospect is cranking up your PowerPoint <\/em>presentation and going through it slide by slide. Then the prospect asks, \u201cSo, how many more slides do you have left?\u201d <\/em><\/p> With a \u2018linear\u2019 presentation platform (with sequential slides) like PowerPoint <\/em>it\u2019s easy for boredom to set in (the sales kiss of death) since it forces reps to go through slides which aren\u2019t relevant to this customer\u2019s situation. With a bathroom presentation with \u2018point and click\u2019 interactive technology<\/a> like Ingage<\/a><\/em>, your rep can pick and choose what needs to be covered. They can omit what the customer doesn\u2019t care about. This allows a custom presentation for every prospect!<\/p> There\u2019s nothing worse than being excited to show a video about your installation process, or how your glass shower doors<\/a> can\u2019t break and hurt someone, or how your product is made, or your owner explaining what your company does to give back to the community \u2013 but having it go up in flames because you can\u2019t get the doggone video to load!<\/p> Nobody likes technical problems which causes a demo to blow up in your face.<\/p> That\u2019s why it\u2019s smart to choose (or use free of charge<\/a> from your distribution or manufacturing partner) a bathroom presentation<\/a> which DOES NOT require a Wi-Fi connection. Then you can play videos to tell your story without worrying about a \u2018wardrobe\u2019 (or technology) malfunction! Maybe your nodding your head and thinking \u2013 I like this bathroom presentation idea. However, you don\u2019t have any idea of where to start developing one (after all maybe you\u2019re not a \u2018sales guy or gal\u2019) OR whether you can even afford it.<\/p> And if this is the case I\u2019ve got wonderful news for you.<\/p> If you work with the right company (and yes, there\u2019s a shameless plug coming \u2013 because that can be our company) you get a pro bath presentation which is already been developed for you AND it won\u2019t cost you one thin dime<\/a>. Your investment will be watching the training video (so you know how best to use the tool) and bringing out your iPad on the next sales call.<\/p> Ask any communication expert and they\u2019ll tell you, people who view videos retain 90% of what they see, but if they read it in text \u2013retention plummets to 10% (except for MY ARTICLES, where retention is 100%…Ok, I\u2019m lying!). And while you\u2019d like to think your prospect is \u2018hanging\u2019 on your (or your reps) every word in the home \u2013 what they might be hearing is the Charlie Brown <\/em>voice saying \u2013 waa-waa-waa-waa!.<\/p> So, the question becomes how can you get prospects to best understand (and retain) detailed info about your products, your process, or the pros, and cons of competitive systems?<\/p> Well \u2013 it\u2019s to use imagery and videos to show them, not just tell them. Does your presentation today use videos or enough pictures to make your case? Would better visuals build more trust? With less leads it\u2019s more important than ever to sell the full gamut of products you offer while you\u2019re on the call. And while strong lending relationships can be important to help you to accomplish this \u2013 you also need a way to show customers options for a safer, simpler, and more stylish bathroom.<\/p> With a professional bath presentation<\/a> you can show your full compliment of grab bars<\/a>, fold down seats<\/a>, glass shower doors<\/a> \u2013 you name it, and in conjunction with your financing program, increase average order size. Are you missing sales because your team isn\u2019t showing everything you offer?<\/p> What\u2019s special about working with your company? And how can this uniqueness provide a better finished project or experience your prospective client must have?<\/p> It\u2019s not only hard to know what\u2019s most important to share about your company \u2013 but it\u2019s even harder to make sure it\u2019s consistently represented though different reps, selling different products, on multiple calls.<\/p> With a professional in-home bathroom presentation<\/a> – you can create a company story which communicates the same message, time and again (no matter who is pitching the project). So, do you see the need for a professional bathroom sales presentation<\/a>? Share why \u2013 or why not \u2013 in the comments below.<\/p> And if you like the idea of a bathroom sales presentation but either don\u2019t know how to create one \u2013 or are stuck with \u2018look-alike\u2019 products (\u2018er acrylic and cultured stone come to mind) which aren\u2019t wowing customers and helping to close deals, I\u2019d love to help.<\/p> My company \u2013 Innovate Building Solutions \u2013 has 31 unique, 3\/8\u201d thick laminate wall panel patterns<\/a> (many of which are nothing like you\u2019ll see with the over-promoted acrylic, PVC, or cultured stone lines). In addition, there\u2019s sturdy \u2013 and stylish InnovaStone shower pans<\/a>, and (in stock) shower replacement kits<\/a> (including thick frameless glass shower doors) to go with them.<\/p> To learn about the Innovate dealership offering \u2013 including the Free bathroom presentation<\/a> \u2013 call me at 888-467-7488 or click to learn more about our Bath Products Dealership program<\/a>.<\/p> Thanks for reading \u2013<\/p> Mike Foti<\/p> President, Innovate Building Solutions<\/p> <\/p> <\/p>","protected":false},"excerpt":{"rendered":" It\u2019s NOT getting any easier to sell bath remodeling projects.You can say that again.Ok, it\u2019s NOT getting any easier to sell bath remodeling projects.During COVID you were a rock star. Phones were ringing off the hook. Who needs advertising, you thought. You were turning down jobs left and right. The only barrier was finding people […]<\/p>\n","protected":false},"author":2,"featured_media":1929,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5,6,580,159],"tags":[581,584,530,588,595,598,583,591,593,592,589,372,600,599,590,594,596,597,582,587,586,202,435,585],"class_list":["post-1926","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-entrepreneurship","category-marketing","category-sales","category-wall-panels-for-showers-and-kitchen-backsplashes","tag-bath-remodeling-dealership","tag-bathroom-sales-presentation","tag-bathroom-visualizer","tag-before-after-pictures-in-bathroom-presentation","tag-glass-shower-doors","tag-in-home-bathroom-presentation","tag-in-home-sales-presentation","tag-ingage","tag-ingage-bath-remodeling-presentations","tag-ingage-presentations","tag-innovate-bathroom-visualizer","tag-innovate-building-solutions","tag-innovate-building-solutions-wall-panel-program","tag-innovate-dealer-program","tag-innovate-shower-visualizer","tag-interactive-bathroom-presentation","tag-laminate-shower-pans","tag-professional-bath-presentation","tag-professional-bathroom-presentation","tag-remodeling-sales-presentation","tag-sales-presentation","tag-shower-wall-panels","tag-tub-to-shower-conversion","tag-tub-to-shower-conversion-sales"],"yoast_head":"\nTHIS IS NOT A GOOD EQUATION. <\/strong><\/h4>
Reason #1<\/em><\/strong> you need a professional bathroom sales presentation<\/em>\u2013 The \u2018big companies\u2019 who use them sell at far higher prices than you do<\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-1-Bath-Fitter-logo-big-bath-remodeling-franchise.jpg\"){kind=logo}
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-1-West-Shore-Home-logo-big-bath-remodeling-company.jpg\"){kind=logo}
<\/em><\/p>Reason #2<\/em><\/strong> you need a professional bathroom sales presentation<\/em>\u2013 You (or your reps) sell jobs and then \u2018after the fact\u2019 find out you can\u2019t get the selections your customer chose from your distributor or manufacturer. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-2-discontinued-shower-wall-panels.jpg\")
<\/p>Reason #3<\/em><\/strong> you need a professional bathroom sales presentation<\/em>\u2013 It\u2019s to be organized. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-3-Innovate-laminate-wall-panel-patterns-bathroom-presentation.jpg\")
<\/a><\/p>Reason #4 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 Your presentation will be consistent. No made up stories, fibs, or half-truths. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-4-Marty-Huggins-The-Candidates-around-table-fibs-half-truths.jpg\")
<\/p>Reason #5 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 Share the inspiration. Share your before and after pics. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-5-bath-after-pics-in-Innovate-bathroom-remodeling-presentation.jpg\")
<\/a><\/p>Reason #6 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 Get your prospect involved with an interactive bathroom visualizer. Make sure they like (and can see in the context of a room) their selections BEFORE your team installs the job. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-6-Innovate-bath-and-shower-visualizer-bath-remodel-presentation.jpg\")
<\/a><\/p>Reason #7 you need a professional bathroom sales presentation on a platform like Ingage<\/em><\/strong>\u2013 You\u2019re NOT limited to only selling bathroom jobs with this technology. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-7-ProVia-window-sales-presentation-.jpg\")
<\/a><\/p>Reason #8 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 You can present only what you NEED to present. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-8-bath-material-choices-Innovate-bath-presentation.jpg\")
<\/p>Reason #9 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 You can show videos WITHOUT worrying if you\u2019ll successfully connect to your hotspot or their Wi-Fi. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-9-videos-in-a-bathroom-sales-presentations-900x673.jpg\")
<\/p>Reason #10 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 You can get one today WITHOUT developing your own presentation \u2013 OR SPENDING YOUR OWN MONEY. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-10-Free-bathroom-sales-presentation-Innovate-Building-Solutions-879x900.jpg\")
<\/p>Reason #11 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 Selling isn\u2019t about telling, but seeing is believing. <\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-11-inspiration-bathroom-gallery-innovate-bathroom-presentation.jpg\")
<\/a><\/p>Reason #12 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 To increase your average order size.<\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-12-shower-accessories-in-Innovate-in-home-bathroom-sales-presentation.jpg\")
<\/p>Reason #13 you need a professional bathroom sales presentation<\/em><\/strong>\u2013 To communicate a consistent company story.<\/strong><\/h2>
![\"Reason](\"https:\/\/innovatebuildingsolutions.com\/dealers\/wp-content\/uploads\/2024\/06\/Reason-13-company-story-Innovate-Building-Solutions.jpg\")
<\/a><\/p>So, now that you\u2019ve read 13 reasons you need a professional bathroom presentation, are you \u2018sold\u2019 this is a must<\/em> for your business? And, if so, can I help you learn about distinctive products and programs you can use to win more sales? <\/strong><\/h2>