Today’s business owners face several different choices, which all have a positive or negative effect on the profitability and growth of their company. It is crucial for them to not only rely on their own experiences but also look around and learn from the experiences of others. What works for one person may also have a similar outcome for another.
I am in a key position where I hear feedback from hundreds of different businesses, and naturally, I find patterns and trends in the waves. Without a doubt, there is currently a spike of interest in a specific technology tool that has been tracked and proven to increase sales close ratios, in some cases by 30%. This sales tool that has everyone talking is Estimation Software. Everyone wants a piece of the action and with the right combination of product and training you could see the same increases as many others in our industry.
Did you know that QFloors partners with MeasureSquare estimation software? With the integration with MeasureSquare, you can input quantity, cost and bid information directly from MeasureSquare to QFloors. Our agreement also allows us to sell and support QFloors customers who purchase MeasureSquare through us. We’re impressed with the mobile-friendly ease of use of the MeasureSquare mobile app, and with the superior drag and drop features of their industry-leading commercial desktop product.
No doubt you have heard the buzz by now, but how do you know if now is the right time to implement estimation software? I would be lying if I said it is right for anyone, anytime. To best answer this question, you need to be honest and objective while looking at your own processes and operations. Are you ready for the growth? Adding more volume to an unorganized operation can actually do more damage than good. I would recommend using the knowledge base article "Are You Doing the Basics?” (found under the Knowledge Base tab after you’ve logged in to the support side of our qfloors.com website*) as a guide, and if you can look yourself in the eyes and answer positively to each point, there is a great chance that you are ready for real growth.
Overcoming the Old Dog Mentality
What if my operations are good, but I have a few “old dog” personalities in my sales force? Warning - “old dogs” can be old or young in age and they can be found in every store across the country (i.e., “Why would I benefit from new technology when pen and paper is working just fine?”).
In order to overcome this objection, put yourself in the customer's shoes for a moment. Two different sales reps come into your home.
Sales Rep 1
Sales rep one is clinging to a wrinkled notepad with inscriptions from 1980 that could never accurately be interpreted by you, the customer, and possibly not even the one who wrote it. As you watch them fumble around with grandpa's trusty tape measure, you wonder how they can identify the measurements when the numbers have rusted away. Even outside of this extreme example, reports show customers feel doubt on accuracy, and an entitlement to a lower price, with a lower quality in-home experience.
Sales rep one is clinging to a wrinkled notepad with inscriptions from 1980 that could never accurately be interpreted by you, the customer, and possibly not even the one who wrote it. As you watch them fumble around with grandpa's trusty tape measure, you wonder how they can identify the measurements when the numbers have rusted away. Even outside of this extreme example, reports show customers feel doubt on accuracy, and an entitlement to a lower price, with a lower quality in-home experience.
Sales Rep 2
Sales rep two walks into your home with a tablet and laser. He zips around, quickly measuring each room at the press of a button and a few taps on his tablet. The rep shows you the 3D view of your house. There is no more room for debate, the numbers are right there on the screen. The 3D view is impressive and professional and worthy of a customer’s business. Even if you disregard the commonly known fact that even calculated purchases are made with a certain level of emotion, please then take into consideration this analogy: The world’s best chess player will lose to a computer, but the world’s best chess player WITH the help of a computer will beat another computer, and will definitely beat all other chess players. Technology is meant to add accuracy and efficiency to the great things you are already doing, and our products are no different.
Benefits of MeasureSquare for QFloors Customers
Higher close ratios, faster close rates and ultimately increased sales are just a few of the benefits. It may take teaching an old dog how to play chess, but providing a better experience for your customers, a better life for your employees, and more fundamental growth for your company, is recognized by many to be worth it.
And keep in mind, when you purchase MeasureSquare estimation software through QFloors, you pay the same price as you would through MeasureSquare, but you also get the unparalleled QFloors Customers Support Team as well. Which means whether it’s a QFloors question or a M2 (MeasureSquare) question, all it takes is a quick call to your friends at QFloors.
Call us (801-563-0140, option 4) or email us (sales@qprosoftware.com) if you’d like to learn more or see a demo of how MeasureSquare estimators work.
