Overcoming Your Client's Objections to European Cabinetry
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There are many factors homeowners consider when choosing cabinetry for their home remodel. Therefore, clients will obviously voice objections during the sales process.
Just know that client objections are actually a good thing! It allows people to express their concerns, feel heard and also open up additional conversation! And it allows you to acknowledge, address and educate your clients further on the products and services you provide.
We’ve chosen to represent LEICHT because we truly believe in the exceptional products they offer.
Below, we’ve covered the five most common objections we hear in order to help you address them with YOUR clients.
I can’t afford it.
People automatically assume imported European cabinetry is “too expensive” until they are provided with some food for thought. The exchange rate (Euros to dollars) has been so favorable that many of our customers are surprised at their quotes; they thought it would cost more.
LEICHT is the most value-oriented brand, and the largest cabinetmaker in Europe. Clients benefit from economies of scale, especially when it comes to shipping costs. We also work directly with the company, which cuts out a middleman and can result in savings of up to 30%.
It will take too long.
Quality takes time!Yes, it will take 10-12 weeks to receive your clients’ orders from Europe, so that’s why we work backwards, so to speak. For full kitchen remodels, we schedule the cabinetry to go in last – even after the flooring and painting, so there’s really no wait time; when the cabinets arrive, they’ll be the last piece of the “puzzle.”
The longer timeline reflects the quality of the product more than the distance it has to travel. And, LEICHT proudly stands behind every product it produces.
I want to buy “made in the USA.”
We respect the fact that our clients want to purchase products make in the USA, however, clients sometimes sacrifice quality in order to do so. By using LEICHT, they will not sacrifice quality. LEICHT prides itself on being a green company using sustainable materials and replenishes areas where its raw materials are harvested. And, they’ll be supporting the U.S. economy by working with local installers (and you).
Replacement parts will take forever to get to me.
Nope! We may have the necessary part in our warehouse, and if we don’t, LEICHT will send it via UPS right away — and it will arrive in 2-4 weeks. This is not likely to be an issue after installation, since LEICHT parts are built to last.
I’ll need to sacrifice flexibility.
We love flexibility! LEICHT cabinets are considered “semi-custom”.There are 3 different product lines and 8 different price points. Almost all the cabinets are customizable in height, depth and width, to ensure the perfect fit for your clients’ kitchens.
Our hope is for your clients to choose LEICHT for their kitchen cabinets and to feel confident with their decision. If you have an objection or concern we didn’t cover, feel free to contact us so we can address it. Remember, you do get what you pay for — and LEICHT cabinets are built for the long term.