I had a deck-building business in Edmonton, Canada. After 15 years of building decks, I was building dozens a year. Then came Tanzite StoneDecks. At first, I just built a stone deck display in our office/showroom and I continued promoting and quoting decks the same as I always had, except when the client was in to look at their quote I would show them the Stonedecks option. To my surprise, everybody (except one fellow) switched and we sold more decks than ever that year. After that, I started promoting Stonedecks and over the next three years, I would go to building hundreds of decks per year.
Simply put, stone is stronger than plastic, so customers really like the stone option. If a homeowner finds out about stone decking, they want it. If they can afford composite decking, then they can afford Tanzite. If you are the one who showed them Tanzite, you’ve got the job, no competing with other deck builders!
Pro Tip – What I would do is just grab a little rock and strike it against the sample piece of composite decking that the homeowner was thinking to use. Then I would grind that same rock on a Tanzite sample. Obviously, the Composite would scratch instantly but it wouldn’t leave a mark on the Tanzite. Then I’d explain that that rock could be stuck in a boot, a snow shovel, a dog’s claws, or a moving chair. That was it, now if the customer could afford Composite they were instead getting Tanzite.
If you haven’t already, order your sample box here and see how easily this works to sell Tanzite StoneDecks!