Double Glazing On The Web

Are you familiar with this scenario, “he started off quoting X for our conservatory and, after four calls to his manager, came down on his offer by two thirds, but we had to decide immediately and give him a 20% deposit”?

Not surprisingly people are getting wise to this form of pressurized selling, the result is that rising stars in the internet based glazing industry don’t mess around with pricing, they offer one price and one price only - the very best they can offer, with no hidden discounts or schemes and the price is the same if you order one window or ten.

What’s more, you go to them if and when you need new or replacement windows or doors- there’s no knocking on doors or cold calling. Successful double glazing firms in these troubled times, have recognized that to be successful  in today’s very competitive market, the sales pitch and the entire sales process, needs to be as transparent as the windows themselves.

Handy Tip:
When receiving a quote for new or replacement glazing, the quotation should be equally transparent, broken down comprehensively to the nearest 1p. You should be able to see the net cost for a full technical survey, the cost of the frames, the glass in the frames, installation, fixing and even the sealants used.

Do you think that a double glazing company really needs a salesforce?  Interesting question, isn’t it?

From the company’s point of view, I suppose a well structured and well motivated sales team might just bring in extra business.  But at what cost?

If the sales team are salaried, they won’t be ‘hungry’ -  They need to be hungry to do a good job; it is being commission hungry that drives a salesman on.  He will have to be paid a good flat-rate salary to forego the thrill of the chase!  And it will have to be a salary that’s good enough to pay for whatever lifestyle he has - mortgage/rent and all the other overheads that go into just keeping body and soul alive.  His salary has to be accounted for of course - where do you think the company get the money for that?  By adding to the cost of the windows, of course!

Okay, let’s suppose then that the salesforce get most of their money from commission.  They’ll be hungry, that’s for sure, and the hungrier the salesman, the more effort he will expend on achieving his aims.  If that means ‘cold-calling’ he will - even though that has been outlawed.  If it means keeping a couple up all night until they sign a contract just to get rid of him - he will.  And where do you think the company get the money to pay his commission?  Obvious, really isn’t it.

With the communication revolution that is the internet, there is no need for this to happen.  A company’s salesforce is its website.  It takes a while to get that set up properly, and there is a lot of science behind getting the website to rank high in the listings.  All internet sales companies lust after being the first name that comes up in a Google search.  But, when that superb listing has been achieved, the company pulls in more potential customers than even the most committed sales force could.

And, in a nutshell, that is our raison d’etre.  We hate hard sell, and we know exactly what percentage commissions and salaries add to the price of your windows, doors, or conservatories.  We are committed to selling (and, yes, we are selling) your windows to you at the right price - that is non-inflated by salesmen’s wages and commissions.  We will never indulge in pretend ‘buy one get one free’ offers because, quite frankly, they are a con.

We will never ‘con’ you.  And, when we achieve that first page Google listing, we will reap the benefit of being honest, upright, and ethical.

In answer to the headline question - Does a Double Glazing Company Really Need a Salesforce - we have to answer, ‘no!’  See you on the Google front page…