Exterior trim is a key element to a beautiful home, providing the perfect finishing touch for nearly any style. As such, it shouldn’t be an afterthought, but rather a central part of the design discussion alongside the siding, roofing, windows, and doors so that each element works together aesthetically and functionally. Savvy dealers can help customers find the right trim for their facades, and even upsell, to ensure they get exactly what they need to boost curb appeal.
Here are a few tips to consider:
- Leverage resources and knowledge: A bevy of options for exterior trim can sometimes be a double-edged sword—the number of choices may overwhelm the buyer. A knowledgeable salesperson can walk the customer through their options for materials, profiles, and colors to find just the right match. Many manufacturers offer tools and staff to help. For example, AZEK® Exteriors Trim has more than 150 salespeople in the field who can assist with educating your staff and your homeowner customers. In addition, the company’s online Home Visualizer allows customers to see what the products will look like after installation.
- Create compelling displays: Seeing is believing, and being able to envision the before-and-after improvements that well-chosen trim can provide delivers a strong message to buyers about the importance of quality products in styles well-suited to their home. Create inspiration walls featuring popular exterior styles and showing how siding and trim come together to deliver the look. Vignettes demonstrating good-better-best packages also can inspire the buyer and even lead to upgrades.
- Listen to the needs of the customer: Successful sales teams are customer-centric; they listen to each homeowner’s individual needs and preferences, and then tailor recommendations accordingly. This includes visually engaging with products in the showroom and providing helpful tips for product selection, installation, painting, and more.
- Meet quality with quality: When selling premium trim products, it’s important that your store and your sales team reflect the same level of perceived quality. Work with your manufacturer to upgrade your trim displays and ensure staff can speak to the products with confidence. You also may consider bundling premium trim with other high-quality exterior materials.
- Keep up with engagement: Customer engagement shouldn’t stop when the homeowner leaves your yard. Go above and beyond to communicate with customers by following up with resources and information, ideally personalized to what you’ve learned about the homeowner’s needs and wants.
- Promote sustainability: Though they’re not often willing to pay more simply because a product is marketed as “green,” features like recycled content, recyclability, and resilience do resonate and provide a differentiation point between products. Make sure you understand your products’ sustainable attributes and let you buyers know about these features using facts and data.
To learn more about AZEK Trim and browse inspiration galleries and resources, visit https://azekexteriors.com/products/trim.
Weyerhaeuser Distribution is committed to delivering reliable, consistent products you can depend on. Connect with your Weyerhaeuser representative today about trim and cladding solutions available in your market.
