In two previous articles we have explained the importance of having a sales process and how one of the most popular sales processes could be adapted to the window and door sector. The recommended process considers the path taken by the client when deciding to buy windows and doors. For the private client it is almost always a novelty because it is a purchase made perhaps every 25-30 years, practically a new experience every time it happens.

The client’s purchasing process goes through 7 stages.

1. – The need for new windows and doors is born. The client focuses on the objective and on the type of window to be purchased.

2. – The search for information and references on potential suppliers begins. In this phase the client begins to pay attention to window and door advertising, asks for information from relatives, friends, colleagues and acquaintances. They look at the windows installed in other houses and also make contact with technicians (surveyors and architects), surf the internet directly or ask for help when navigating.

The 7 stages of your client's purchasing process - 2

3. – Visit potential suppliers, that is, enter the specialized showrooms or exhibition halls of the producers.

4. – Following these visits, they make a short-list of possible (preferred) suppliers. This selection is based on how positive the experience of the visit has been, for the attention received, the know-how shown by the seller, the information obtained and the services offered.

5. – Comparison of quotes. They do it in the tranquility of their home, together with their spouse and perhaps a trusted technician. The quote’s form, style and richness and the client’s understanding of it, play an important role in preventing the comparison from being limited only to the financial aspect and final cost.

6. – Selection of the quote. At the end of the reading and comparison of the quotes, a ranking of possible suppliers is made. The choice is made taking into account the product-supplier link.

7. – Confirmation of the choice. The client returns to the showrooms following the list drawn up. Price negotiation takes place, at this point the good seller now acts as a negotiator.

The 7 stages of your client's purchasing process - 3