KBB Blog Post

Beyond Leads: The Surprising Truth KBB Retailers Need to Know About Boosting Sales

Author: Bjorn

If you're a KBB retailer looking to grow your business, the first thing you probably think about is generating more leads. If that's you, don't worry, you're not alone. For years, the industry has had an unhealthy obsession with regards to generating more leads, but it turns out there's a hidden secret that's even more critical for success. In this article, we reveal the surprising truth every Kitchen, Bathroom, and Bedroom retailer needs to know about exploding their sales – and it's not what you think.

Learn what the industry leaders have known for a while, as we debunk the lead generation myth and show you what it really takes to transform your business. You'll discover how shifting your focus from solely acquiring leads to mastering qualification, appointment setting and sales conversions will have a compounding effect on your bottom line. Don't miss this opportunity to unlock the untapped potential of your KBB retail business and leave your competitors in the dust. It's time to redefine success in the KBB industry – and it starts right here.

Why More Leads Aren't Always the Answer

While lead generation has long been a cornerstone of KBB retail sales strategy, it's important to recognize that it's not the only factor in achieving success. Simply having a high number of leads doesn't guarantee that your business will thrive; in fact, an excessive focus on lead generation can distract from other crucial aspects of the sales process.

Not all leads are created equal, and it's essential to understand that quality matters just as much as quantity. It's not uncommon for KBB retailers to expend significant time, effort, and resources on lead generation, only to discover that many of their leads are unqualified, uninterested or even completely unresponsive. This can result in wasted resources and missed opportunities for genuine growth.

Developing leads is more labour-intensive than most KBB retailers realize. To truly capitalize on the potential of a lead, you'll need to nurture and engage with them throughout the sales process. This requires targeted marketing, consistent follow-up and personalized communication, all of which demand a significant amount of time, planning and effort.

Given these challenges, it's clear that a single-minded focus on lead generation may not be the most effective strategy for KBB retailers. Instead, businesses should shift their attention to other key aspects of the sales process, such as lead qualification, appointment setting, and delivering exceptional design sessions or home visits. By doing so, you'll be better positioned to attract a higher quality of clientele and you'll stand a much stronger chance of converting the leads you do generate into actual sales.

In the following sections, we'll explore the essential elements of a more holistic approach to KBB sales, helping you to move beyond the limitations of traditional lead generation and unlock your full potential.

The Power of Qualification

As we've established, an influx of leads doesn't guarantee sales success for KBB retailers. To truly drive results, it's crucial to focus on the quality of those leads and ensure they're genuinely interested in your products and services. That's where lead qualification comes in – the process of identifying and prioritizing leads based on how suitable they are for what you sell as they move through your funnel.

By utilizing a combination of sales funnel management, qualification surveys, and skilled salespeople, you can effectively qualify leads and optimize your sales process. Here's a closer look at each component of this powerful strategy:

  1. Sales Funnel: A well-structured sales funnel helps identify the various stages a lead goes through in their buyer journey, from initial awareness to purchase decision. By monitoring your leads' progress through the funnel, you can tailor your marketing and communication efforts to address their specific needs, nurturing them towards conversion.
  2. Qualification Surveys: Surveys can be a highly effective tool for gauging a lead's interest in your KBB products and services. By asking targeted questions about their preferences, budget, and project timeline, you can quickly determine whether a lead is a good fit for your business. This information not only helps you prioritize leads but also enables you to tailor your sales approach accordingly.
  3. Salespeople: A skilled sales team plays a critical role in lead qualification. Trained sales professionals can engage with leads, assess their needs, and ultimately determine whether they are likely to become customers. By empowering your salespeople with the right tools and training, you can significantly improve your lead qualification process and, in turn, increase sales conversions.

By focusing on lead qualification, KBB retailers can significantly enhance their sales process, ensuring they spend their time and resources on the leads that are most likely to convert. In the next section, we'll explore the importance of appointment setting and how it contributes to your overall sales success.

Transform Your KBB Sales with Effective Appointment Setting Strategies

Once you've successfully qualified your leads, the next crucial step in the KBB sales process is securing appointments. Appointment setting is an essential skill that can have a significant impact on your sales conversions and overall success. By effectively scheduling and managing appointments, you can create meaningful connections with your leads, build trust, and showcase your expertise – all of which contribute to a higher likelihood of closing deals.

To master appointment setting, it's important to focus on the following strategies:

  1. Timely Follow-up: The key to setting appointments is being proactive and responsive. Ensure that your sales team follows up with leads promptly and consistently, addressing any questions or concerns they may have. Demonstrating a sense of urgency and commitment helps build trust and shows leads that you're genuinely invested in their project.
  2. Personalization: When reaching out to schedule appointments, personalize your approach based on the information gathered during the qualification process (especially if they've filled out a survey). Tailor your messaging to address each lead's specific needs, preferences, and concerns. This not only helps to establish rapport but also makes it more likely that the lead will agree to an appointment.
  3. Flexibility: Offer leads multiple options for initial appointment times and formats (e.g., in-person, virtual, phone). By providing choices, you make it easier for leads to find a convenient time and show that you're willing to accommodate their needs.
  4. Persistence: Don't be discouraged if a lead declines an appointment or doesn't respond initially. Politely and persistently follow up, providing additional information or addressing any concerns they may have. Often, leads simply need more time or information before committing to an appointment.
  5. Take final responsibility: Don't let them say they'll call you back and just leave it there. Simply ask "If I haven't heard back from you by next Thursday, would it be OK for me to reach out and see how you're getting on?".
  6. Track and Analyse: Continually monitor and evaluate your appointment setting efforts. Identify patterns and trends that contribute to successful appointment setting, and refine your approach accordingly.

By implementing these appointment setting strategies, KBB retailers can create more opportunities to engage with qualified leads, showcase their expertise, and ultimately close more deals. In the next section, we'll discuss the importance of design sessions, home visits, and surveys in sealing the deal with potential customers.

The Art of Delivering Exceptional KBB Design Sessions and Home Visits

After successfully setting appointments with your qualified leads, the next critical phase in the KBB sales process is delivering exceptional design sessions, home visits, or surveys. These interactions provide an opportunity to showcase your expertise, build rapport with potential clients, and ultimately lead to closing deals. By focusing on delivering a memorable and value-driven experience during these interactions, you can significantly increase your sales conversion rate.

Here are some simple strategies to make the most of your design sessions, home visits, and surveys:

  1. Preparation: Before each interaction, review the information gathered during the lead qualification and appointment setting phases. This will help you tailor your approach to the specific needs, preferences, and concerns of each potential client. Additionally, ensure that you have all the necessary tools, samples, and resources on hand to present your offerings effectively.
  2. Active Listening: During design sessions and home visits, listen carefully to your leads' needs and desires. This will help you better understand their vision and provide tailored recommendations that align with their goals.
  3. Showcase Expertise: Use these interactions as an opportunity to demonstrate your knowledge and skills. Offer insights, ideas, and advice that are relevant to the project, helping to establish you as an expert in your field.
  4. Build Rapport: Throughout the design session, home visit, or survey, focus on building a strong connection with your potential client. Be genuine, approachable, and empathetic, showing that you care about their project and are dedicated to helping them achieve their desired outcome.
  5. Address Concerns: Be prepared to address any concerns or objections that may arise during these interactions. Offer solutions, provide additional information, and demonstrate flexibility to help put your leads' minds at ease.
  6. Follow Up: After each design session or home visit, follow up with a summary of the discussion, any next steps, and a personalized thank-you message. This not only reinforces your commitment to the project but also keeps your business top of mind as the potential client makes their final decision.

By focusing on delivering exceptional design sessions, home visits, and surveys, KBB retailers can build trust with their leads, showcase their expertise, and ultimately close more deals. With these strategies in place, you'll be well on your way to redefining success in the KBB industry and leaving your competitors in the rear-view mirror.

If you're interested in learning more about how to run an effective sales session, we have a very detailed guide on the do's and don'ts, including exactly what to say:


The KBB industry's obsession with lead generation has led many retailers down a path that doesn't guarantee sales success. By shifting the focus towards a more comprehensive approach that includes lead qualification, qualification, appointment setting, and delivering outstanding consultations, you can massively grow your business.

After working with many KBB companies, seeing the good and the bad, mixed with a process of constant trial and improvement, we have a deep understanding of the importance these strategies bring to the table and have developed a system that streamlines the entire sales process for KBB retailers. Our cutting-edge tools and expertise can help you unlock your business's full potential and set you on the path to success.

If you're interested in the possibility of working together, why not schedule a demo call with us today to see our systems in action?

Thanks for reading.

Table of Contents

  1. Introduction
  2. Why More Leads Aren't Always the Answer
  3. The Power of Qualification
    • 3.1 Funnel Management
    • 3.2 Qualification Surveys
    • 3.3 Salespeople
  4. Transform Your KBB Sales with Effective Appointment Setting Strategies
    • 4.1 Timely Follow-up
    • 4.2 Personalization
    • 4.3 Flexibility
    • 4.4 Persistence
    • 4.5 Track and Analyze
  5. The Art of Delivering Exceptional KBB Design Sessions and Home Visits
    • 5.1 Preparation
    • 5.2 Active Listening
    • 5.3 Showcase Expertise
    • 5.4 Build Rapport
    • 5.5 Address Concerns
    • 5.6 Follow Up
  6. Conclusion and Call to Action: Schedule a Demo Call with Design Supply Fit

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