Take a look at your kitchen design department. What do you see?
- A team of hard-working people creating kitchen designs
- Sales people in training
Right now you’re probably thinking of scenario #1…but you need to start thinking of your kitchen design department as the farm team for your sales department. I guarantee you’ll start selling even more kitchen cabinets.
3 Reasons Why Your Design Department is the Farm Team for Your Sales Department
The majority of OKD clients retain both the kitchen and sales departments, and only outsource kitchen designs when there’s an overflow.
With a few of our clients, it’s been different. As they gradually outsourced more of the kitchen designs to OKD, their in-house kitchen designers moved into sales and other roles in the company.
There are 3 great reasons why your kitchen designers should be selling, not designing:
- They have deep knowledge of your product
- Prospective customers are more likely to trust them
- They make great liaisons between the two departments
Let’s take a look.
#1: Your kitchen designers have deep knowledge of your kitchen cabinet lines
One of the biggest flaws with most people sales people in a kitchen and bath showroom or home center is: they know very little about what they’re selling.
Your sales people aren’t stupid or lazy. There’s simply so much detailed information to know about the kitchen cabinets and countertops that they can’t be expected to know all of it for the first 2 years they’re working the sales floor.
You know who deeply understands every nuance of your kitchen cabinet line? Your designers. Because they’ve created hundreds of kitchen designs for you. It’s like a bootcamp for sales.
Maybe sales people should be forced to do some design work, and designers should be forced to sell. Your sales people would learn the ins and outs of your product…and designers would learn that customers don’t want the most creative kitchen design – they want the design they can afford.
#2: Designers who become sales people will have tremendous credibility with your customers
Think about the last time you had to ask a sales person at a store for more information. How long did it take you to figure out if the person knew what they were talking about?
You can tell pretty quickly when someone only has superficial knowledge of a product, and when someone really knows their stuff. All of us gravitate toward talking to the person who we believe is giving us the real deal. No BS.
This is why customers love talking to sales people with kitchen design experience. Customers know they’re hearing about the real benefits, what’s really possible for their budget. That kind of trust building is essential to closing sales where the minimum pricepoint is in the $10,000-$15,000 range.
#3: Kitchen designers speak design fluently
Pure sales people are just taking orders from the customer. It becomes a game of telephone where the risk is a kitchen design that doesn’t convert the sale, because it doesn’t reflect the customer’s vision (or pricepoint, usually).
Kitchen designers-turned-sales-people, however, speak design fluently. When they’re speaking to the customer, the kitchen is being designed in their heads.
A sales person who knows design can give the right details to the designer. The designer creates a kitchen the customer wants and can afford.
Free up your in-house designers to make more sales
Let OKD create your kitchen designs for you at a low cost per design. This will free up your in-house designers to begin selling.
In our experience, kitchen designers are more introverted, whereas sales people are more extroverted. If your designers can change their mindset, you will sell more kitchen cabinets, period.