Rule #1

You only get one chance to make a first impression

First impressions are an important part of making a sale. A good first impression can catch a customer, while a bad one will have your prospective buyer heading out the door.

In this article, you will learn important components of making a positive first impression including:

  • How customers approach mattress shopping
  • Why first impressions are important to your customer
  • How to make a good first impression with your products

Shopping is not easy. It's one of those categories that consumers do not shop very often, perhaps only once time in eight or ten years. They know very little about the products themselves and to an untrained eye many mattresses look basically the same.

They may have done some research online and probably have seen some ads on TV, but that's usually about it. Chances are, they enter the mattress store with a high degree of anxiety and may be stressed over the prospect of selecting the right bed for them at the right price. They know they need a new bed and that bed will provide them with a good night's sleep, but they worry about making a mistake, since beds are a big-ticket item. That mistake could be quite costly and a hassle to fix if they make the wrong choice.

The world of real estate knows a lot about the importance of making a good first impression. A house that lacks curb appeal and is and is not appealing from the outside will turn away prospective buyers, and hence it loses value. A potential buyer may not even go inside at all, so real estate agents encourage sellers to add landscaping, touch-up paint, pressure clean the driveway, and polish the windows. The condition of the front door is critical to making a good first impression. In other words, for a house to sell quickly and at the best possible price it, needs to have curb appeal.

Mattress displays are similar in many respects, since beds can look so similar to the mattress shopper and they are often anxious about the shopping process. The first impression they make is critical. Well-dressed display beds with top of bed displays and headboards get attention. Well-dressed beds will attract a shopper's interest and can elevate the quality perception and appeal of the mattress, thereby encouraging the shopper to try it out. And we all know that getting a consumer to try out the bed is a critical step in making a mattress sale.

So, rule number one, 'you only get one chance to make a first impression,' reminds us that the consumer will spend more time with the beds that look most appealing just like a well-maintained house draws buyers and can lead to a quick sale a well-dressed bed will add curb appeal and that can lead to higher mattress sales.

If any of the following questions describe you, we can help!

Are you concerned that your brands do not stand out from your competitors on the retail sales floor?
Are you worried that consumers do not understand the many great values that your product line offers?
Are you frustrated that some salespeople do not recall the key features and benefits of your individual products?

Ready for Action?

We understand the challenges in today’s mattress marketplace. We ask a lot of questions and listen carefully to your answers. We know you will ask many questions of us as well.
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Colonial LLC
536 Townsend Ave.
High Point, NC 27263
(336) 434-5600
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