Follow

Selection Scenarios: How can I set up a selection that requires multiple choices by the client?

There are times when clients may have lots of mini-decisions to make on "one" item.

Using Fireplaces as an example, your clients may need to make decisions regarding size, surround, mantle style and finish, hearth height, stonework and more.

Here are 2 options for setting for setting this up on your Selection Sheet:

1.Create one selection item by laying out the various decisions in the information section. Then make the selection open-ended, with a price of TBD. The client can then write in the items they want. Once that is complete, you tally up any overages and put in the price.

2. Break the choices down into different selections. Instead of one item, you might have four:

Fireplace
Fireplace blower
Mantle
Hearth

You would then put all of those under a single, "Fireplace" category.  Each of the items could be set up as open ended with a price of TBD or you could have predefined choices with standard options and upgrades listed out and the clients can choose one.

This is the approach that we recommend, because it can actually help you sell more while doing a better job of ensuring your clients get what they want. Yes, it makes for a longer selection sheet. But, here's how everyone will still come out ahead:

A. All of these things relate to fireplaces, but most are completely independent decisions. By creating separate items, you make it clearer to clients that there aren't dependencies, such as the blower depending on the hearth. Providing clarity to clients is always a good thing.

B. For most of these selections, it's not just a yes/no response. They'll need to give you a style and color choice as well. Having separate items for each will make it cleaner to get the necessary information, so that nobody forgets to get that "one last thing."

C. If these are popular items -- and ones that clients regret not getting once they move in -- you don't want them to just blow past a long "Fireplace options" list. That could be easy to do for a busy client. By having separate selection items, you force them (in a good way) to think about each choice, which often means you sell more.

When you make the choices clear to clients, and they understand what's going on, they're more likely to buy the things they really want. That boosts their satisfaction.

And a cleaner selection sheet, that doesn't require lots of reading and math on your part, makes your life easier. Then you're apt to build more optional ideas into your selection sheet. That leads to more sales, too.

Win-win!

 

Was this article helpful?
24 out of 27 found this helpful
Have more questions? Submit a request