The Schvaneveldt Family Blog

Happy Holidays!

It is official, the holiday season has begun! This is a special time of year when people everywhere gather to celebrate life with co-workers, friends and family. A time to have more fun, entertain more guests and rekindle friendships that may have gone astray somewhere in the hustle of daily life.

I hope you realize how this makes what we do every day so important. Each of you play a big part in the success of all of the above, now more than any other time of year. Your creative design, attention to detail and willingness to do whatever it takes guarantees our customers can spruce up their space for holiday guests and give timeless gifts that required forethought and have meaning.  

That is why it is also more important than ever that we stick to the plan even when the pace quickens . . . and it will quicken.

• Every customer still deserves a sincere Greeting and your undivided attention when they visit your store. This applies to every customer no matter why they have come or what they intend to purchase. Be the bright spot in their day and I promise the visit will be good for both of you.

• Don’t shortchange Discovery, it’s the most important step and uncovers the “whys” of framing and provides a clear list of needs and expectations. Décor, lighting, color and style of the space all help prioritize customer wants and needs and make selecting components that much easier.

• The Design Presentation is simply your response to the highlights of the previous step. Show them the best design first and provided we were asking the right questions and listening during Discovery they will be thrilled with the overall Design. Show off and the counter! Demonstrate what a difference improved glazing options, fillets and a premium moulding can make. Unique Design is why they’re at your store, so give them what they came for!

• Overcoming Objections will be easier than ever when we follow the steps above every time, but don’t forget to trial close along the way to assure that we are heading down the right path.

• Based on results this quarter, your customers are already demonstrating a renewed willingness to buy. As a result I am sure that you’ll find Closing the Sale to be the punctuation of a great customer experience. Framing can be purchased anywhere, we sell Design.

I guarantee that when you consistently stick with the plan your customers will be thrilled with the experience. You know their level of satisfaction helps determine your own and all 3 C’s benefit when everyone enjoys the visit. Thank you for continuing to make the most of each opportunity.

Be the HERO when everyone else has failed. Be the SOLUTION and there will be fewer problems. Most of all . . . remember to have FUN, it’s contagious!

You have my heartfelt thanks for the outstanding work you do each day, and warmest wishes for the Holiday Season.

Happy Thanksgiving!