This episode of The UK Flooring Podcast is a straight-talking reminder that most flooring businesses are already sitting on untapped profit, and it is not always about chasing more leads.
Tom breaks down why so much money gets left on the table through old customer databases, lazy pricing habits, forgotten consumables, missed upsells, and poor follow-up. From sending regular emails to past customers, to checking your margins properly, to offering better options on underlay, door bars, waste removal, faster fitting dates and premium finishes, this episode is packed with practical ideas flooring businesses can use straight away.
The message is simple: you do not always need more enquiries to make more money. Sometimes you need to make better use of the customers, jobs and opportunities already in front of you.
What You’ll Learn in This Episode:
How your existing customer email list could become one of your most valuable marketing assets
Why previous customers are often the easiest people to sell to again
How regular newsletters can keep your business memorable without being pushy
Why guessing your prices is costing you money
The importance of checking material costs, consumables, door bars, screed, DPM, staples and other small items properly
How better pricing alone can improve profit without winning more jobs
Why upsells should be presented as helpful options, not pushy sales tactics
How to offer upgrades on underlay, waste disposal, door bars, borders, stair bindings, finishes and faster turnaround times
Why follow-up, Christmas cards, CRM systems and maintenance reminders can keep you front of mind
Memorable Quote:
“You don’t always need more customers. Sometimes you’re already sitting on the gold mine, you just need to start digging in the right place.”
Speaker Information:
Tom Cockerill is the co-host of The UK Flooring Podcast and co-founder of Cockerill & Co. Through the podcast, events and business consultancy, Tom helps flooring retailers, installers and business owners improve their systems, pricing, sales, marketing and profitability.
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