Listen to the customer
Never start a sales presentation with a preconceived idea of what the homeowner wants in a pool design. Listening more than speaking is the goal; however, be sure to ask a multitude of questions to better understand what they are envisioning. Then, sit back, listen, and take notes. People take pride in their personal pool environment and want something unique that will set their backyard apart from their neighbours. Additionally, this is the opportunity to design/build a project that differentiates the company from its competition.
To do this, investigate early on in the presentation for what the client is seeking and what they want to achieve. For example, are they family oriented or entertainers? Family oriented pool buyers want more shallow waters for their children to play, as well as more steps and benches. On the other hand, entertainers are looking for more illusionary options along with expansive decking areas, and firepit features.
Pool design education and training is encouraged
‘Water in transit’ is the industry’s relatively new buzz phrase with respect to pool/spa design. It refers to a number of water-feature focused construction techniques that will work for almost any project. However, before offering one of these design features on a project, education and training is important to not only understand how they work, but also to comprehend the various construction techniques involved (e.g. surge tank installations, pitch tolerances for vanishing edges, and suitable stone facings and decking) based on different project sites.
For example, vanishing edge pools can even be installed on a flat plane. In fact, they can be built to function in most terrains. Other innovative construction techniques that can add illusion and reflection to any pool project include perimeter overflow systems and ‘wet decks.’ Another unique design idea is a beach-entry pool with an additional ‘sun shelf.’
However, do not throw caution to the wind. Before venturing into these unique construction techniques, know the material and labour costs involved. When bidding on these projects, add more than the traditional markup for these designs as this increases their value and overall profits.
Adding value to increase profits
Spillover spas, waterfalls, interactive water features all add value to the design and overall profits. Homeowners may not think of these additions; therefore, these options should be presented to the customer in the sales pitch.
Interior surfaces can also add additional value. White marble plaster has shifted to exposed aggregate or coloured quartz finishes, while fully tiled interiors are also gaining interest. Once again, the key is to understand the prep work involved and the proper swimming pool chemical start up procedures.
Finally, fire and water combinations draw focal points to the outdoor environment. Customers can be encouraged to look at these added features by creating a picture in their mind of cascading waterfalls, exotic auras, and sensations. When incorporating fire features into a swimming pool design, keep in mind the potential for wind and bad weather conditions. Therefore, design safety and consideration of emergency shut off devices should be top of mind.
