Carpet Sculpture Training Weblog

By Russell Webb - This is an excerpt from the Definitive Start-Up Guide

One of the most important rules in sales is to qualify your prospects early in the meeting. I can usually get this accomplished in 10-15 minutes. By then I should have a clear indication that I have a client who meets my criteria.

Prior to arriving at a prospects home or business you will want to start the qualifying process with a phone call. During this courtesy call you would confirm that all decision makers will be present: husband and wife, business partners etc.

When you arrive at a prospects home or business, you should always come prepared. Here’s what I bring to every presentation and why:

4-6 spectacular samples – I try to show diversity and uniqueness; I’ll show different styles of carpet, bas relief carving, etc… See a snapshot of a few samples my samples for ideas.

Portfolio of images - these are my past projects or projects that I’m capable of doing – If you’re just getting started, that’s ok, there’s nothing wrong with showing a portfolio of rug images that you are capable of doing… is there? We have a great portfolio that can help you make sales instantly. It qualifies you as an instant expert.

While showing the portfolio, you can explain that these are rugs that your teacher has done and that you have the training to make any one of these custom rugs. Eventually you will want to replace these images with images of your own rug creations.

Designbook – featuring a collection of rug designs that a client can choose from. This helps form ideas and is always a great starting point. Often a prospect will choose right from the design-book and you don’t have to create any artwork at all! You will want to keep adding to your design-book as you grow your business.

Carpet Swatches –Have a carpet sample book or two available. Bring your favorites. I’ll usually leave this out in my vehicle until the time is right. It’s easy to acquire carpet sample books from your favorite carpet supplier. You can borrow them for your appointment or you can arrange to buy your own.

Digital camera – I take pictures of rooms, close up shots of fabrics, and basically anything that can help me in the design process. When I return to my office I’ll start a file on my new client. Note: always ask permission prior to photographing.

25’ Tape measure – it helps to know what size your rugs are going to be! I have also measured furniture and other odds and ends in my quest for the perfect fit.

Notepad, or graph paper and pen – I take notes and do calculations. Sometimes I will create a quick floor plan by measuring all the rooms that I will be working with. When I return to my office I refine my notes and floor plan and get busy with the design phase.

Business Card or Brochure – It’s always good to leave some contact information with your prospect. A color brochure and business card will do the job.

This is an excerpt from the Definitive Start-Up Guide: Within this guide you will learn how to set up a criteria for qualifying your leads.