There was a survey recently in the Wall Street Journal finding that women are involved in 61% of major home improvement projects.
It's certainly not a surprise, but I'm wondering if it's true in the fencing industry too. Who are the decision makers when you're selling a fence?
Do you sell the fence differently depending on who will make the decision?
Let us know what's going on.
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3 comments:
Hello, I have been with a fence company for over 10 years. I started out as an installer but have since graduated to sales and I.T.
In the mid South, the decision maker for a particularly higher priced application is usually the "husband". I have on several occasions closed the deal on a large ticket fence after first meeting with the lady of the house..she says she will need to talk it over with her husband..etc.
I will usually get a call to proceed from the wife.
I agree. Most of the time the women are calling around gathering estimates and it's usually the husband that has the final say. Our fence company wouldn't get very many calls from Orlando residents if men were the only ones making calls.
Lets hit this right on - the ongoing joke with every sell is that the wife makes "all the decisions". While this can be joked about and should be - when it comes to deciding on material options, concrete footings, post sizes etc - it is typically the husband. When it comes to color and other style choices it is usually wife. The key - don't get in the middle of them if they argue in front of you. Be cheerful and mention positive things about what each is saying - also, try to act like it is normal that they are fighting and they will feel comfortable with you. WHATEVER YOU DO - DO NOT TAKE SIDES IN AN ARGUMENT. The reality is that about 25-30% of woman are extremely controlling and make "all" household decisions - the rest will be up to the husband. Usually when the wife is "In Charge" she appears angry, upset, and stressed out. When the husband is in charge both typically remain calm and collected. Why? I'll leave that for others.
Thanks for the article,
The World Famous Fence Wizard
www.fencewizard.blogspot.com
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