Page 19 - Oxford 10 Step Manual

STEP 4 – COMPANY HISTORY
What is the purpose of the Company Story (History)?
We must build the trust and value of doing business with a solid company.
During this
step, we will
create legitimate
concerns about
dealing with a small or unknown company.
Other opportunities for us are to use our size and national scope to show advanced technologies that are exclusive.
We get to show that our local “roots” in the community also make us great at servicing our customers quickly.
We can create legitimate concerns about dealing with small and unknown companies.
We can begin to separate ourselves from the “generic” products sold by 99% of our companies.
The value-added presentation starts with a great presentation of your Company’s History.
We will be using the advice of a recognized “Third- Party”, THE BETTER BUSINESS BUREAU,
to explain for us.
THE FACT IS, the Better Business Bureau tells us that they get more complaints about home improvement companies than any other business. It used to be car dealers, but not any more!
They say the reason is that most people just don’t ask enough questions when choosing a home improvement company. Many times all they ask is...
a) How much? and
b) When can the work be done?
In all reality the Better
Business Bureau states
that prospects should be
asking the following SIX QUESTIONS!
ARE THEY....
1. Local, with good service capabilities?
2. Established, rather than a new company?
3. Financially responsible? It’s important!
4. Properly insured for customer safety?
DO THEY HAVE...
5. Qualified labor for professional work? 6. In-house labor only, for control of job?
NOW, DELIVER THE ANSWERS THAT SUPPORT YOUR COMPANY AS THE BEST COMPANY TO TRUST AND HAVE FAITH IN.
We’re local –
Even though Oxford products are distributed nationally, all of the distributors work in their respective local markets. The Oxford office that serves you is within “shouting” distance in case you ever need service. Most of our installations are no further than 45 or 60 minutes from our local branch office.
Service is easy for us!
We’re established –
Winchester Industries, the manufacturer of Oxford Windows and Doors was established in 1983. We (your company name) have been serving this market since ________. That’s unmatched continuity for the hundreds of thousands of customers we have across the country.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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