A few months ago, I found myself deep in conversation with one of our standout kitchen clients.
Now, they're far from being the biggest of kitchen retailers, but they certainly punch well above their weight.
One of their Directors shared an insight with me that resonated profoundly:
"When a prospective customer steps into our showroom for their initial consultation, it feels as if they're already 75% of the way to choosing us.
As always, my go-to question is, 'With the choice of other kitchen retailers at your disposal, what brings you here?'
More often than not, the answer boils down to one or two things: our Google Reviews or our online showcase of projects.
They typically tell me, 'Your Google reviews are really compelling, and your project portfolio suggests you offer exactly what we're looking for.'"
This, no doubt, sheds light on their staggering 80% closing rate from qualified leads.
So, you might wonder, how can you mirror this success?
It's simpler than you might think!
First off, your Google reviews need to be stellar. We're not just talking about a pat on the back; We're talking about 5-star ratings accompanied by narratives multiple paragraphs long that sing praises of customer satisfaction.
And how does one achieve such acclaim?
It starts by sowing the seeds early with your clients, highlighting the significance of their feedback to your business, and, naturally, by delivering service that goes above and beyond.
Aim for at least one glowing review each month. That's a solid goal.
Next up, your portfolio. It needs to impress, brimming with high-quality images of stunning kitchens that potential clients can see themselves in.
The goal is to reach a point where stock images largely become a thing of the past on your website, elevating your brand's authenticity and appeal.
Think of lead conversion not as a linear journey starting at your showroom door, but rather as a process that begins much earlier. Your brand must captivate potential clients well before they even consider reaching out.
Yes, this approach demands an investment in professional photography and even videography, the strategic dissemination of these visuals across your digital platforms, and a concerted effort to gather testimonials from satisfied customers.
However, in 2024, the alternative is akin to trying to push water uphill with a colander, when you could be leading clients down a smooth path right to your doorstep, already primed to choose you.
This isn't about the hard sell; it's about the smart sell.
If you're not fully leveraging your project portfolio and Google reviews, we've got some strategies that could turn the tide in your favour.
Feel free to contact us, and let's arrange a chat – over the phone, via Zoom or at KBB Birmingham, where we'll be located on the Schüller Kitchens stand. hello@inspirekbb.com.