Introducing Comfort by Color

First, let's welcome Dallas to the Comfort by Color team! Congratulations on a successful rollout! Each week, the Dallas team will be visiting this blog to give their comments on different topics. Existing markets are welcome to comment and give your advice to the Dallas team!

Introducing Comfort by Color:

How do you introduce Comfort by Color to every customer? Why is it important for every customer to hear about the new and easy way to shop for a mattress?

To comment, simply click on the 'comments' link directly below this topic. Remember to leave your name.

the rock

I kicked a rock in the parking lot today it bounced a couple times then jumped the curb then rolled thru the door then into the showroom. The rock wanted to buy a bed I guess. I kept the rock. If anyone would like to see the rock, just ask. Jeff's last day was yesterday I tried to get him to write deals in my name, he wouldnt however.
Still no matter what happens Aaron Endicott is still the greatest forever and ever.

It never ceases to delight me... I encountered this phenomenon again yesterday, and numerous other times since we have rolled out CbC: a customer walks in - defensive, armed; ready with a quick and well-rehersed reason why they don't want to interact with me. I ask them if they have noticed the colors... all of a sudden their curiosity is aroused. Next thing you know they are asking me what's going on... I explain the concept behind CbC and they realize we changed the way we sell mattresses just to make it less confusing for them... and PRESTO CHANGO, they are playing along, curious; wanting to know more; willing to interact. I have (almost) always been able to break that barrier by playing the part of the informed and helpful Sleep Advisor - but now it is easier to break the barrier... and faster.

'Gotta love that!

We have something here which is unique, logical and easy to understand and which will break down barriers for us by not only demonstrating that we truely are "different," but which also offers a meaningful functional aid in both the buying and selling process as well.

Marianne Geiger

Store Manager

Mattress Firm, Cincinnati Kenwood 2015/8H

and Cincinnati Team Blue Angels Leader

DO NOT DISTURB

Had a couple come in on Saturday and say just looking, with a big hand in the face. I explained how we have do not disturb cards by the stand, it explains how to shop here. They grabbed it and walked around not saying a word to me. I love seeing this, becasue 9 times out of 10 they were just somewhere else, and they got bombarded by a "Vinny" (shark). I knew in my mind I was still the sales person, and I didn't loose focus on that. 5 inutes later they asked me about one of the beds. I answered their questions, and 3 minutes later they bought. They told me they bought simply because I didn't crowd them the whole time they were here, but I still payed close attention to them. In the end the customer has the do not disturb card, but that does not mean we as sals people are out of the equation. If anything we are more in the equation because we gave them their space at first to get them non-defensive, to come in and make the sale. Give the customer their space, but not too much. Always check up on your customers, and stay close by.

Eric Falletta
MOD-J-ville

COMFORT BY COLOR GETTING BETTER EVERY DAY!

Customers continue to respond in a very positive way to our new Comfort by Color approach of introducing and selling “better sleep,” not just beds. Their verbal response, as well as their body language while shopping, reflects more relaxation and pleasure than ever before. And why wouldn’t it … CBC is beautiful, innovative, and has made it so much easier for the customers as well as for the sales staff. I have also noticed when they choose a color style they are not as concerned with the “brand” as much as before. When we have the best of the best in brands – side-by-side, all of a sudden it doesn’t seem to matter to many customers which brand they choose -- they go for their own personal comfort (by color). One of my recent customers was getting ready for surgery and needed comfort as well as durability because she would be spending several weeks in bed after the surgery. She was “just looking and comparing” and did not want to spend more than around $700 for a king. (yes-it had been a while since she bought a mattress). She chose the traditional PT (red). She liked the English Arbour but jumped up when she saw the price and headed for the VC. I pulled her over to the Pike “just try it, I said.” By the time I explained the features and benefits of a “better” set, which would not only comfort her with pressure relief during recovery, but would also offer her more durability with stronger edges and spinal support, etc., she ended up purchasing the King English Arbour after all for $1800, not the Pike but a nice step up. I knew she would feel the difference, and stepping her up to the Pike made the price of the Arbour look even better. Every customer is unique and they all react differently so you really have to show them your main concern is for their health and comfort, not just selling a bed!

Carpe' Diem - SEIZE THE DAY!

Judy "Savannah" Owens
Store Manager - 1604
Ph: (904) 262-1118
Fax: (904) 262-1190

JUST LOOKING

I had 2 ladies come in that didn't want to helped so I explained the DO NOT DISTURB & CBC. Each understood right away & I left them alone but made myself available if they had any questions. Needless to say, She found her color & picked out a bed.
Then she bought!!! She told me that she originally had no intention of buying, but with Comfort By Color ,which they loved, she made the purchase!

GO CBC Go!!!!!!!!

Kathy
1608

BF/2005 store manager

Hi
I had two ladys come into my store
BF/2005 to buy a mattress set and once I greeted them they yelled out ...WOW this is the place with the colors and sure enough the advertising on the tv was working and they were estatic on the fact it was so simple to choose a mattress in the comfort she liked after the comparison center.

JULIAN HARLOE
STORE MANAGER
BF/2005
Mattress Firm Inc.
Office: 859 - 746 - 3300
Fax: 859 - 746 - 2165
Email: bf_florence@mattressfirm.com
Blue Ocean Environmentalist