This guest blog post was written by Royden Wagler at SmartBuild Systems
Let’s face it: if you’re in sales, no matter the industry, presentation is key. Suppliers and contractors selling post frame buildings, shops, garages, and even Barndominiums are all equally affected by presentation.
Across industries, this shift has become even more dramatic over the past 30 years. Almost gone are the days of handing your customer a handwritten piece of paper, stating that their “40×60 dream shop” with three doors, two windows, and an entry door is going to cost them “X” amount of dollars. Today, those types of sales are almost non-existent.
If your company falls into this “handwritten” category, your customer or building buyer may do the “unthinkable”. They may go onto your competitor’s website—or any 3D building configurator site for that matter—and design the building they want, print it out (with your competitor’s logo pasted all over it!), and then give it to you. They may then ask you to quote out and provide a bid. I can’t begin to tell you how many times I’ve heard this exact scenario explained over the years being in building material sales myself and now at SmartBuild.
A 3D modeling software product like SmartBuild provides a visual advantage like never before. The traditional methods of bidding your projects often fall short of conveying the true potential and value. Without providing a great visual that helps your customer “see it”, the “PRICE” may be all they really “see”.
That being said, let’s break down the seven main benefits of adding 3D modeling to your sales process.
1. Getting Involved
The interactive nature of adding a 3D configurator to your website ensures that potential buyers stay captivated, increasing the likelihood of closing. Now instead of using your competitor’s website to design their building, they could be using yours. (See eModeler)
2. Custom Presentations
No two clients are the same, and neither are the buildings they want to buy. It seems no one wants a simple barn anymore, which is why we have 18 people on staff working hard to keep adding new features to SmartBuild every month. This allows the software to handle more custom applications every day.
3. Real-Time Adjustments
In a dynamic sales environment, the ability to make real-time adjustments during the bidding process can be a game-changer. Hosting live design sessions (in person or even on Google Meet or Zoom) allows you to modify details instantly, adapting to their feedback and preferences on the fly. This ability not only impresses clients but also shows your commitment to servicing them as a customer.
4. Visual Experiences
Imagine your customers being able to virtually walk through a property or explore their building from the comfort of their homes. 3D modeling allows for the creation of immersive experiences, enabling customers to visualize their future shop. (See more about our Viewer)
5. Confidence Booster
Closing a sale often hinges on instilling confidence in your clients. 3D modeling plays a pivotal role in boosting this confidence through enhanced clarity and transparency.
6. Clear Communication
Miscommunication can be a deal-breaker. 3D models provide a clear and concise way to communicate complex information. Whether it’s showing how a porch looks on the front of their garage or how a 10’ tall door versus a 12’ tall looks in their building, the visual clarity that SmartBuild offers ensures that customers fully understand what they are investing in.
7. Upsells
In conclusion, and the final advantage that I’d like to point out, is how bringing SmartBuild into your sales strategy can provide a multitude of upsell benefits. Let’s take this example image of this barn below and think about this for a second.
Maybe you are using 3D modeling for your bids today but on a limited scale and not for everything. You have a customer who is excited about the new barn you have designed for them, and they are happy with the price.
Okay, here is your chance. Since they are not over budget, let’s give them something else to think about and increase YOUR profits! Now instead of just saying that they can add two cupolas for $1,800, you instead present it without and with cupolas and let the 3D image do the rest! The majority of the time, no matter what the Upsell is, after you show them the difference visually, they can’t “unsee” it and will go with the upgrade.
3D modeling your projects in SmartBuild can elevate your sales game to new heights. Embrace the future of sales and give SmartBuild a call today!
