Living and working in the Charleston, SC area – a place where resort/retirement/transfer types of demographics are prevalent – creates a unique type of sales situation. Whether these potential clients are building a new vacation home, investing in a resort/beach rental home, remodeling a final home to retire to or simply moving from another part of the country, they typically travel to the area only occasionally to complete the decision phases needed for the project.

There is a larger influx of these clients between Labor Day and the new year, which leaves only a small window of time to see them. That makes for a complicated juggling act when it’s time for them to come to the showroom and begin the product and specification choices.

I liken the experience we try to provide to our clients to a stay in a fine hotel with a competent concierge. We ask: “What can we do or get done for the clients to maximize their experience during their stay?” By understanding how to work with and for these clients while they have limited time, you can galvanize the sale.

Your goal is to not only make the sale, but to try to get a commitment prior to them leaving. This is not always possible, but working with that goal in mind will only help differentiate your services.

Here are a few thoughts on best utilizing their (and your) time and effectively reinforcing that you are their best choice.

Get Organized

First and foremost, understand the schedule the client is working with. Most likely their stop to your showroom is one of many. They will be visiting other companies, too, probably some you have worked with and some of your competitors. It could be tile stores, flooring suppliers, plumbing fixtures or appliance showrooms or any of the myriad vendors with whom they will visit and make buying decisions. Whether organized and scheduled by the architect, interior designer, builder or client, it is good to get a grasp on the entire schedule.

Keeping your schedule open during the time they are in town will allow you to best service them. Try to schedule your meetings first thing in the morning. This will allow you the greatest flexibility to manage your time working for the client. Let your company or support staff know that you have clients in from out of town and may need their help at the last minute. Regarding the appointment, understand when your time slot is and how much time you will have to work with.