By Ed Roskowinski, CR
I recently discovered that I must be in need of some serious sales training, or maybe I shouldn’t be the one selling remodeling projects to our clients.
A few weeks ago, some friends came to visit with my wife and I. Knowing what I do for a living, conversation over drinks soon turned to brainstorming ideas for my friends’ new, updated master bedroom and bath. We talked for a while about what kinds of things they saw in their new space and how they hoped to benefit from the changes. I suggested that we visit my next-door-neighbor’s home, as we recently completed a similar project for them. I called, and my neighbor said, “come on over,” once she’d had a chance to make the bed.
We were soon at my neighbor’s door, wine glasses in hand, and my neighbor toured us through her newly remodeled master suite. We marveled at the rich looking cabinetry and tile, while my neighbor talked about her choice of finishes and the remodeling process. I stayed quiet and let my neighbor sell my friends on the idea.
After returning home, I asked my friends what they thought about the idea of remodeling their space and how they were feeling about the rough costs I had thrown at them. Their enthusiasm faded a bit, as they were not yet prepared to make the leap and needed some time, or possibly more wine, to prepare for the investment they would need to make.
Following the night’s activities and while my wife and I cleaned things up a bit, she turns to me saying, “you know I really loved what we saw today and I think we should remodel our two bathrooms.”
Now I’m not exactly sure where my sales process went wrong, but when you set out to sell a master suite remodel and end up purchasing two bathroom remodels instead, something obviously has gone amiss.
Ed Roskowinski is General Manger and VP of Vujovich Design Build, Inc., a 35-year design build firm specializing in building and remodeling unique Twin Cities homes for unique homeowners.