What Role Do Installers Play in Your Sales Process?

Nicole Harris
January 8, 2013
THE TALK...

We all know how critical field personnel are to the installation process, but what about the sales call? In the January/February 2013 issue of Window & Door, new columnist Jim Snyder discusses the importance of getting installers’ perspectives on a project before closing the sale. While the salesperson and client are focused on discussing the “before” and defining the “after” of the project, it is the installer who can oftentimes offer the best perspective on how long the job will take and what it will cost.

“From the moment he sees the jobsite, an experienced installer is programmed to see past the existing windows and anticipate the process ahead of him,” Snyder says. “He’s thinking about sizing, studying the structure condition and considering access. These three elements vary at each jobsite and directly affect him. This insight can affect labor charge, better predict the timeframe, influence how the new units are ordered and even help prepare the job site.”

What role do installers play in your sales process? How has it benefited your company and its customers? Please leave a comment below or write me an email.

Survey Results as of 1/7/2013:


What Role Do Installers Play in Your Sales Process?

We do not ask installers for input

  

 

60.22%

 

We solicit installers' perspectives after sending out a quote

  

 

21.51%

 

We involve installers at the outset, getting their project perspective before preparing the quote

  

 

14.52%

 

We solicit installers' perspectives after sending out a quote

  

 

3.76%

 

 

 

The author is publisher of Window & Door and Glass Magazine and vice president of publications for the National Glass Association. Write her at nharris@glass.org.