This document provides guidance for water feature designers on conducting effective design consultations and selling various types of water features. It recommends preparing for consultations by ensuring your website, vehicle, and materials are up-to-date. During consultations, it suggests educating clients on the benefits of different feature types using provided materials. It also stresses the importance of confidently presenting and explaining quotes to close sales. The overall message is that preparation, client education, and confidence in pricing are key to successful consultations and sales.
Water gardens transform an outdoor living space into a beautiful paradise where you can relax, unwind, and enjoy quality time with family and friends. Whether you have an expansive lawn or a small balcony, you’ll find a water feature to suit your lifestyle and budget.
In nature, water moves through the environment in an endless variety of ways. There are a multitude of water movement techniques available to the designer.
Water gardens transform an outdoor living space into a beautiful paradise where you can relax, unwind, and enjoy quality time with family and friends. Whether you have an expansive lawn or a small balcony, you’ll find a water feature to suit your lifestyle and budget.
In nature, water moves through the environment in an endless variety of ways. There are a multitude of water movement techniques available to the designer.
Water is very costly and hard to get to remote sites. These super-efficient irrigation systems will stretch the water supply even on the most harsh desert sites.
In this slide show Tom Barrett, head of Green Water infrastructure, examines the positive environmental impact rain gardens can have on the environment and ways to maximize their effect
Make your place perfect with porcelain paversMont granite
Mont surfaces offer various, designed frameworks that comprise of individual stones that have been utilized in many places for a long time. Interlocking Pavers includes polish, style, which hence, helps in the increment with excellent property estimation since it is the central clearing framework as per the public opinion.
Rain Barrels: Harvesting the Heavens Saving StreamsCHEARS
Matt Berres is the Director of Maintenance Operations for Greenbelt Homes Inc. (GHI). He is responsible for developing and implementing GHI’s stormwater management program and supporting efforts to promote sustainability throughout the coop. He has led efforts to encourage rain barrel usage in Greenbelt and designed and implemented numerous bioretention rain gardens in the community. Prior to joining GHI, Matt led watershed education and restoration programs for the Potomac Conservancy, a regional non-profit dedicated to protecting the Potomac River watershed. Matt will talk about GHI’s rain barrel program and its other storm water management activities to reduce the coop’s pollution impact on the Chesapeake Bay Watershed.
Water is very costly and hard to get to remote sites. These super-efficient irrigation systems will stretch the water supply even on the most harsh desert sites.
In this slide show Tom Barrett, head of Green Water infrastructure, examines the positive environmental impact rain gardens can have on the environment and ways to maximize their effect
Make your place perfect with porcelain paversMont granite
Mont surfaces offer various, designed frameworks that comprise of individual stones that have been utilized in many places for a long time. Interlocking Pavers includes polish, style, which hence, helps in the increment with excellent property estimation since it is the central clearing framework as per the public opinion.
Rain Barrels: Harvesting the Heavens Saving StreamsCHEARS
Matt Berres is the Director of Maintenance Operations for Greenbelt Homes Inc. (GHI). He is responsible for developing and implementing GHI’s stormwater management program and supporting efforts to promote sustainability throughout the coop. He has led efforts to encourage rain barrel usage in Greenbelt and designed and implemented numerous bioretention rain gardens in the community. Prior to joining GHI, Matt led watershed education and restoration programs for the Potomac Conservancy, a regional non-profit dedicated to protecting the Potomac River watershed. Matt will talk about GHI’s rain barrel program and its other storm water management activities to reduce the coop’s pollution impact on the Chesapeake Bay Watershed.
Premier Pools & Spas, the nation's largest pool builder - presents it's 2015 Customer Brochure. View high resolution photographs of gorgeous custom inground freeform, geometric, and classic shaped pools. Browse through custom water features like waterfalls, heaters, pool lighting, filters and pumps. Choose from over 30 locations worldwide. Visit www.premierpoolsandspas.com to find a dealer near you.
Becoming a Water Garden Expert by PondBuilderBlue Thumb
PondBuilder presents methods for pond contractors and pond retailers to become experts in the water garden industry while delivering value to the consumer\pond owner
Premier Pools & Spas is the nation's largest swimming pool builder or residential inground pools. With over 60,000 swimming pools built since 1988 it's no wonder we are the #1 pool builder in America.
Get the Look of Your House Changed With Beautiful Swimming Pool Designs Crish Mart
Pond Man Home and Garden offer construction as well as maintenance of swimming pools, ponds and fountains. So if you want to get a beautiful garden decor, you can choose to get a bird bath, sanctuary or fountains built in your garden to make them look beautiful and welcoming as well.
10 compelling reasons why you should engage in bathroom remodelingBock Mary
Your bathroom is a sanctuary of sorts. You use it to prepare for a busy day, and retreat to it at night to prepare for sleep. It’s the gathering spot for kids’ bubble baths, mom’s nail polish application, and teenage obsessions over eyebrows in the mirror. It’s such a major hub of activity in a household on any given day, yet so many of us are living with spaces that are too cramped and that no longer fit our needs.
Alstone, A Leading Manufacturer Of Superior Quality Panel Products Like ACP, WPC And Decorative Panel OLIGO, Now Introducing A Revolutionary Product Which Is 101% Water Proof And Termite Proof Panel. It Is Manufactured With High Quality Wood Polymer Composites Which Is Naturally Termite And Water Proof. Not Any Treatment Is Required To Make It Safe Against Termite And Borer Like Other Wood Base Panels. ALSTONE PLY Has A High Dimensional Stability And It Does Not Warp In Changing Weather. ALSTONE PLY Comes With Life Time Guarantee Which Is First In India For Giving Such Guarantee For Life Time. ALSTONE PLY Is 100% Eco Friendly Because It Is Manufactured With Virgin Materials And Utmost Care Is Taken During Its Manufacturing To Avoid The Any Quality Related Problem.
ALSTONE PLY Is Completely Free From Any Toxic Emission, It Emits 0% Formaldehyde As Per E1 Standards. It Is Also Fire Retardant Panel And It Is Perfect Replacement Of PLYWOOD And MDF Or HDF Board.
Chhabria & Sons is a name synonymous with Bathrooms & Tiles since 1974. We offer diverse choices in Sanitary ware and stone bowls, Ceramic wall and Floor tiles, Vitrified Tiles, Designer faucets and showers, wooden flooring, kitchenware & wellness products,
Water gardens historically through time include formal and naturalistic water features elements along with fish and plants. Egyptians used water for agriculture while Chinese culture used water for tranquility and balance.
Social media is something you can not escape, but some may questions why social media matters? In this educational and highly engaging presentation, Jeff DeHaven will take you through a series of examples and statistics that outline the power of using social media to it's full potential.
The World Wide Web can be a daunting task, with countless social media platforms to stay on top of, mobile/responsive websites to consider and not to mention adding phone apps into the mix.
Jeff DeHaven with Blue Thumb Digital, renowned digital marketer, will explore the reason why being online can not only help you be found, but be your lowest cost communication platform. Join Jeff and the Bay Area Chamber for this highly visual and interactive session that will set you on the right path to gaining the full online benefits.
Social Media Marketing: Steps To Success Blue Thumb
Deciding where to focus your social media energy can be a confusing process, especially when resources are limited. While it's important to keep up with the latest trends and technologies to stay relevant, it's even more important to remain strategic and calculated when opening new channels. Having a presence on every social media site and platform does not necessarily equal success. In this session, learn the steps and questions necessary to make the best social media decisions and innovative ways to engage your audience.
Live Local Midland - Jeff DeHaven BLUE THUMBBlue Thumb
Jeff DeHaven, digital marketing director at Blue Thumb shares his knowledge, best practice, tips and tricks to maximize your time and exposure on social media.
Find out more at www.bluethumbdigital.com.
How Social Media Made Me Who I Am & How You Can Do The SameBlue Thumb
Jeff started his career in social media, 12 years later he still can't get enough. In this presentation you'll learn how you can create a living assisting organizations with this power tool. For more information about Blue Thumb visit www.bluethumbdigital.com.
STBA How To Asses and Improve Your Social Media MarketingBlue Thumb
Today every company is utilizing social media. At the same time, most companies are disappointed with their results. In this fun and interactive session, Jeff DeHaven, digital marketing director at Blue Thumb, will reveal the most important practices missed by most businesses. You'll walk away with ideas for immediate action you can take to make an impact with your social media platforms.
View all you missed from Blue Thumb Pond & Fountain Expo 2014.
Present & Future of Social Media - Jeff DeHaven (digital marketing director)
Marketing Discussion - Aaron Scarlata (business development)
Small Changes That Can Lead to BIG Improvements - Kip Northrup (owner)
How to Assess and Improve Your Social Media Marketing Blue Thumb
Social media has been around for over a decade. There is no telling what it will do next, but one thing is for sure it's not going anywhere anytime soon. Are you struggling to get the results you desire? During this highly visual and engaging talk you'll learn about the latest changes, how to improve your current social media presence and ways to better maximize your time & efforts.
Is Social Media Prominent In Your Business?Blue Thumb
Social media isn't a fad, it's a fundamental shift in the way we communicate.
Are you willing to do what it takes to make social media work for your business?
If social media is not a top priority, your business may not exist in 5 years. Come get your questions answered and find the most beneficial tips and tools to compete in this fast moving digital media.
Jeff DeHaven, Digital Marketing Director of Blue Thumb shares from his 11 years of social media experience.
Looking forward to the event, thanks for giving me the opportunity to talk to your members.
Social Media never stops evolving. Companies and organizations need to have the right strategies that benefit company goals.
Learn about the latest changes and the best tools and tips for doing social media in your organization.
Now more than ever, social media leaves no room for error. Each and every piece of content must be organized strategically to gain visibility.
Jeff DeHaven Digital Marketing Director of Blue Thumb shares all that he has learned over the past 10 years about the benefits of social media.
Online Training by Blue Thumb Distributing Jan. Session 1
You have been invited today to learn more about and discuss options you and your customers have for water features & some tools to help you
1. ESTIMATE
2. RESEARCH
3. PREPARE
For your water feature projects this upcoming pond season!
In spring 2012 Kasco Marine and Blue Thumb Distributing offered a webinar on Earthen Pond Care and Pond Aeration.
Stroll through the slides to learn more about pond biology, using surface and bottom aeration as well as sales tips to increase your business in selling these types of services.
Blue Thumb Distributing explores ways to use Social Media as a medium for communicating within the Green Industry. Presented for the SVNLA Short Course in 2012.
PondBuilder put together a few slides sharing ways their Distributors of pond supplies can connect to their ideal customers, Landscape Contractors.
Key Strategies revolve around Marketing, Sales, and Adding Value to the Business Relationship.
For additional information subscribe to the PondBuilder Blog www.pondbuilder.com
How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Students, digital devices and success - Andreas Schleicher - 27 May 2024..pptxEduSkills OECD
Andreas Schleicher presents at the OECD webinar ‘Digital devices in schools: detrimental distraction or secret to success?’ on 27 May 2024. The presentation was based on findings from PISA 2022 results and the webinar helped launch the PISA in Focus ‘Managing screen time: How to protect and equip students against distraction’ https://www.oecd-ilibrary.org/education/managing-screen-time_7c225af4-en and the OECD Education Policy Perspective ‘Students, digital devices and success’ can be found here - https://oe.cd/il/5yV
4. The world is Online
•Clients will “Google” you before contacting the company
•Have you ever googled your own company?
5. Website up to date?
• 10 minute review once a month
• Keep information current
• New photos or videos
• We can help!
6. Update Facebook
• If you don’t have a company page, get one!
• Keep fans updated with current posts
• Custom cover picture
• Albums of finished work and progress of current jobs
7. Facebook Interaction
• Ask fans/clients for input
• Have them post something about their project and a photo of
the finished product
• See something on a Manufacturer’s page repost it for your
followers
16. Now you are Ready
• So you’ve prepared your website.
• Facebook is up to date.
• You and your vehicle are clean.
• You have all the tools you’ll need on the
consultation.
• The phone rings and Ms. Johnson wants you
to do some work for her.
• To charge or not to charge?
16
17. Mail Ahead?
Consider mailing the Inspirations Folder
ahead of time so the customer can
review the options and watch the DVD.
18. During the Consultation
• 1st: Ask to see the space
• 2nd: Sit down to show ideas
• They might know exactly what they want or they could be
looking for your professional advice
19. Use Inspirations Folder
• Use these to educate the customer
• “Why” Flyer
• “FAQ” Flyer
• Inspirations Booklet
• Inspirations DVD
• FREE to you!
21. Water Attracts
• Water attracts your senses.
• When you have family & friends over, guess where they’re
inevitably going to gravitate and congregate?
• Moving water is mesmerizing and peaceful to look at.
• Feels good, doesn’t it?
22. Cocooning
• Why not bring “Up-North” to your backyard?
• Some of our favorite memories are of sitting around outside near
the water.
• I can hear the cascading waterfall already!
23. Tranquility & Peace
• Put down the cell phone, walk away from the television, and
immerse yourself into the wonderful world of water features.
• Grab your favorite drink and retire to the patio and soak in the
peacefulness of your water feature.
• It’s the Zen thing to do!
24. Good Investment
• Every new water feature hobbyist tells us that the money they
invested into their water feature was the best money they ever
spent.
• What is peace of mind worth to you?
• You’ll be happy to know that an investment in your landscape is
the best and most cost effective way to increase the value of
your home.
• I like the sound of that!
25. Review the FAQs
• Review the Frequently Asked Questions flyer
• What type of water feature is best?
• What size is best?
• Will it take long to maintain?
• What is the cost?
• How long does it take to install?
• Can I have fish and plants?
• Do I need to winterize my water feature?
28. Ceramic Vase Fountains
Who should choose a
Ceramic Vase Fountain?
Homeowners, Renters, you name it
because Ceramic Fountains are portable,
easy to install and deliver a soothing
sound of water.
29. Space
The small size of a Ceramic Vase
Fountain means you can build and enjoy
a beautiful fountain anywhere in your
yard- front or back! You can create one
in as little space as 16” x 16”. These are
great on patios and decks too!
30. Cost
The typical Ceramic Vase Fountain will
range from $1000 to $2000 depending
on the type and size of the ceramic vase.
Operating costs are also less with this
style of water feature because the
pumps are often smaller using less
electricity and can be set to a timer and
only operate it when you are home.
Wholesale Cost: $500-$1000
31. Maintenance
Taking care of your Ceramic Vase
Fountain is easy. Filling the reservoir
every few weeks to compensate for
evaporated water is all that’s required.
Or you can install an automatic fill valve
and eliminate virtually all maintenance!
32. Rock Column Fountains
Who should choose a
Rock Column Fountain?
Anyone seeking a larger bubbling rock
system that will offer more sound than a
single element.
33. Space
The Rock Column Fountain systems will
require about a
10’ x 10’ area. A smaller area
can be accommodated but more
splashing may occur.
34. Cost
The typical Rock Column Fountain
system will range from $3000 to $5000
depending on the column sizes chosen.
Operating costs are also less with this
style of water feature because you can
set the pump to a timer and only
operate it when you are home.
Wholesale Cost: $1100-$1800
35. Maintenance
Taking care of your Rock Column
Fountain system is easy. Filling the
reservoir every few weeks to
compensate for evaporated water is all
that’s required. Or you can install an
automatic fill valve and eliminate
virtually all maintenance!
36. Bubbling Rock Fountains
Who should choose a
Bubbling Rock Fountain?
If space is lacking in your yard
and you simply want the sound
of moving water then a Bubbling Rock
Fountain is a great naturalistic choice.
37. Space
The small size of a Bubbling Rock
Fountain means you can build and enjoy
a beautiful fountain anywhere in your
yard- front or back! You can create one
in as little space as 36” x 36”.
These are great on patios and decks too!
38. Cost
The typical Bubbling Rock Fountain will
range from $1000 to $2000 depending
on the type and size of the rock.
Operating costs are also less with this
style of water feature because the
pumps are often smaller using less
electricity and can be set to a timer and
only operate it when you are home.
Wholesale Cost: $500-$800
39. Maintenance
Taking care of your Bubbling Rock
Fountain is easy. Filling the reservoir
every few weeks to compensate for
evaporated water is all that’s required.
Or you can install an automatic fill valve
and eliminate virtually all maintenance!
40. Cascading Falls
Who should choose a
Cascading Waterfall?
If space is lacking in your yard or you
have safety concerns with a pond then a
Cascading Waterfall is your best choice.
It’s a waterfall and stream, without the
pond. But remember, you will be limited
on aquatic plant choices and you cannot
have fish with a Cascading Waterfall.
41.
42. Space
The small size of a Cascading Waterfall
means you can build
and enjoy a beautiful waterfall anywhere
in your yard- front
or back!
43. Cost
Cost can be a big factor when
considering the type of water feature
you want to build. On average, a
Cascading Falls will range from $1500 to
$5000+ depending on size and type of
rockwork involved. Operating costs are
also less. Because you’re not dealing
with an established ecosystem, it’s not
necessary to run the pump 24/7. You
can set the pump on a timer to operate
only when you are home.
Wholesale Cost: $1000+
44. Safety
Because there is no pool of water, a
Cascading Waterfall is a great option if
you are concerned about safety issues
associated with a traditional pond.
45. Maintenance
Taking care of your Cascading Waterfall
is easy. Filling the reservoir every few
weeks to compensate for evaporated
water is all that’s required. Or you can
install an automatic fill valve and
eliminate virtually all maintenance!
46. Water Garden
& Ponds
Who should choose a Water
Garden or Pond?
If you have ample space in your yard and
want koi, goldfish and aquatic plants
then a Water Garden (Pond) is for you.
Add a long streambed to enhance the
look too!
47.
48. Space
The average water garden is about 11
feet wide x 16 feet long or about 2000
gallons. Keep in mind that you will want
2 to 3 feet of landscape bed area around
the pond for plants and flowers.
Tip: grab your garden hose and use it to
layout the size and shape you’d like your
pond to be. Also try viewing the size
from indoors and out to obtain a true
viewing perspective.
49. Cost
In most cases, a water garden will be the
most costly water feature option. On
average, a water garden will range from
$2500 to $7500+ depending on size and
type of rockwork involved. When you
factor in the additional benefits and
enjoyment of fish and aquatic plants a
water garden is well worth the
investment!
Wholesale Cost: $1000+
50. Safety
We recommend that most water
gardens be a minimum of 24” deep but a
depth of 30” is even better since it will
provide more area for the fish to
winterize in the pond and provide a
deeper area for the fish to retreat to in
the event a predatory bird comes to your
pond. The first ledge of the pond,
however, is typically only 8 to 12” in
depth therefore providing a shallow area
around the ponds.
51. Maintenance
Maintaining a water garden is simple and
will take only 15 minutes a week. The
net & mat located inside the skimmer
will need to be cleaned about once every
10 to 14 days. This should only take 5
minutes to complete. Besides regular
skimmer maintenance, beneficial
bacteria will be added to the pond
weekly.
52. Fish
Adding Koi & Goldfish create color and
interest to the water garden. Koi &
Goldfish are interactive and friendly,
especially at feeding time. Fish are also
attractive, interesting, and even
personable. Their color will enhance the Aquatic Plants
visual impact of your pond. One of the best things about a water garden is the
variety of aquatic plants you can grow. Water Lilies
are the most sought after aquatic plant. Their ability
to spread across the ponds surface and flower
throughout the season make them a wonderful
choice. Lily pads shade the pond water from the heat
of the summer sun, allowing fish to retreat
underneath the shelter
of their leaves.
53. Formal Falls
Who should choose a
Formal Falls Waterfall?
Anyone installing a paver patio with a
wall element should consider a Formal
Falls. Or anyone looking to add a formal
sheer waterfall to their landscape,
fountain or swimming pool.
54.
55. Space
The compact size of a Formal Falls means
you can build and enjoy a beautiful
waterfall anywhere in your yard. Four
different standard waterfall widths are
available or a custom unit can be created
for your specific project.
56. Cost
The installation cost of a Formal Falls is
varied and depends on the type of wall
material being used as well as the width
of the falls you wish to create. Please
consult your Authorized PondBuilder
Installer for information. Pump operating
costs are less with a Formal Falls because
it’s not necessary to run the pump 24/7.
You can set the pump on a timer to
operate only when you are home.
57. Maintenance
Taking care of your Formal Falls is easy.
Filling the reservoir every few weeks to
compensate for evaporated water is all
that’s required. Or you can install an
automatic fill valve and eliminate
virtually all maintenance!
59. Never Assume
• Never assume the customer only wants on water feature
• Something small like a fountain or bubbling rock in the front and
a larger pond or pondless feature in the back yard
• Why not two?
60. Your Company Information
• Show them what you have to offer
• Photos of projects
• Brochures
• Tri-Folds
• Flyers
• Business Card Slot
• Customers like to see work you’ve done and it may help them
61. The Space
• Now that you’ve reviewed the different options, its time to take
the customer back outside to review the space.
• Discuss size & additional details.
• SELL your vision!
• Recommend add-ons: Lights? Filter Pads?
62. Make an Appointment
• Set a date to deliver & review the estimate
• Stick to the date!
• Schedule it about one week out
63. Return the Quote
• Return it in person
• When returning the quote remember to be as clean and
prepared as the consultation
• Review the space again
• Discuss the project and what will be performed
64. Return the Quote
• If the project matches the vision, set an installation date
• Be specific on the product and services being quoted
• This is where recommending a product that is MAP supported is
beneficial.
• Discuss why you chose these materials and what the customer
can expect. MAP
PRICING
65. Be Confident in Your Price
• When communicating the price to the customer
• Don’t stutter
• Don’t say “I know this might seem a bit high”
• If the price is more than they intended, discuss options for
reducing cost
• Don’t create the impression that the price is higher than the
value they are receiving
• Remember, you’ve already reviewed the Inspirations Booklet
66. Too Afraid of the Price to Verbalize it?
• Think about that for a second…
• Do you get to the bottom of the quote and stop?
• Communicate the price with confidence.
• Then pause, and if there is no response, move on.
67. Premium Prices
• People and Businesses that are willing to pay premium prices
aren’t stupid.
• Anyone paying a premium price almost assuredly knows they’re
paying a premium price.
• These people have a different set of expectations because of
that, and you must not frustrate those expectations.
68. Premium Prices
• If you want to sell at a premium price, you cannot have a
delivery problem relative to your product & service.
• Customers don’t want to hear excuses.
• They are looking for “You need it when? No problem!”
69. Selling
• Selling is about getting people to buy things they might not
otherwise buy because they lack the knowledge or information.
• It’s your job to provide that knowledge & information.
70. Test Raising Prices
• Try raising the price on the next bid
• For example, Starting at $3500 raise it to $3800
• See what happens
• Worst case scenario, they say no
• Never know if your price is could be higher until you test it.
71. It’s in the Bag!
• You’ve won the bid and the deal is signed
• Set a start date and stick to it
• Inform customer of expected delays and discuss
• Don’t blow your credibility!
• You are dead meat hanging in the wind the rest of your life with
that customer if you do.
72. Summary
• We’ve reviewed how to improve consultations
• We’ve discussed quotations and pricing
• We’ve reviewed the 6 types of water features
• Now let’s close with something very important that we’ve
covered in past seminars.
73. Margin NOT Volume
• All business success is driven by sales and marketing success
• Any Fool can cut price, get volume, and go broke!
74. Price Significance
• Price is always more significant in the mind of the seller than
that of the buyer
• The competition does not cut your price
• Easier to make money when you sell on some basis other than
price; such as quality, service, delivery, salesmanship, etc.
75. Price Significance
• Very few customers buy anything on price!
• Virtually there are always other primary and secondary reasons
for buying from anybody.
• Your job is to make sure that the reasons to buy from you are
presented in a meaningful, useful sense to the customer.
75
76. Two Thoughts
• If price were the only reason anyone bought anything, only one
source would sell all of that product
• If price were the only reason anyone bought anything, we
wouldn’t need salespeople
78. Two Morals from the Story
• Never pick up anything from your customer’s table
• It is you who will actually do the price-cutting, not your
customer and not your competition! You.