A Homeowner Trend That Will Contribute to Your Business Growth
What if we told you that a majority of your potential (and current) customers want to give a second life to their backyards, and ALSO have the deep pockets to actually bring this dream to life.
The term Staycation may not be in everyone’s repertoire, but it’s gained a lot of popularity in recent years amongst homeowners. Why spend thousands of dollars on a one-time vacation when you can feel like you’re on vacation every time you step onto your patio?
According to a recent study by Houzz, 56% of the participants said they were willing to spend more than 10,000 $ US to renovate their backyard. This sum includes furniture, lights, trees and of course the plants: everything goes! In other words, your future clients have big plans and of course, your business should flourish as a result.
When you think about it, a backyard represents a HUGE space that is often unused. It only makes sense to profit of that space. Here are a few reasons taken from the HOUZZ study on why homeowners are looking to invest in their backyards:
1) Personalize their space: When you renovate a given room of a home, it usually needs to reflect the homeowners’ personalities, so why not do the same for the backyard.
2) Spend more time with loved ones: One of the main reasons why people tend to renovate their backyard is to spend more time with friends and family. Instead of going out, why not dine in and host!
3) Increase the resale value of their homes: It goes without saying that a renovated backyard instantly increases a home’s value. That being said, any Staycation project is an investment that will benefit both current homeowners and contractors.
So how can you take full advantage of this trend?
Use this trend and the reasons behind it to up-sell to your current and future clients! Sell the dream! Here’s how:
Go in prepared. Go into your client meeting with the mindset of being a consultant. Have inspiration images and ideas ready to share.
Don’t be shy to probe. The more you understand about your clients current and future needs, the more leverage you have to up-sell them! Ask them questions like: what is your vision for the space? If your budget was unlimited, what would you do? What are your future plans?
Leave sales materials behind. Make sure you remain memorable even after you have left the client. Don’t underestimate the power of sales materials (pamphlets, catalogues) that can provide further inspiration to your clients.
We want to hear what you think! Have you noticed an increase of homeowners investing in their backyards? What tactics do you use to up-sell clients?
