A great showroom doesn’t just show off products—it closes deals for you. The secret is simple: let your customers see and feel the quality for themselves. That hands-on experience is what turns a hesitant “maybe” into a confident “yes.” Using DekSmart’s samples and displays is the fastest way to build that confidence and get the job signed.
Your Showroom Is Your Best Closer
Let’s get right to it. When a customer walks into your space, they’re not just browsing; they’re looking for answers. They need to know if the product is sturdy, how the finish feels, and what it will actually look like on their deck. A glossy photo in a brochure can’t do that, but a physical display can.
The sale happens in that hands-on moment. When a homeowner can grab a piece of our heavy-gauge aluminum railing, they immediately feel its solid construction. It’s no longer just a sales pitch; it’s a real, tangible product they can trust. This is how a high-converting showroom works—you stop selling and start helping them confirm a great decision.
Why a Hands-On Experience Matters
Put yourself in your customer’s shoes. A new railing is a big investment. They’re juggling looks, budget, and durability. Your job is to make that decision feel safe and easy, and nothing does that faster than a well-planned display.
Here’s what a great display setup does for you:
- Builds Instant Trust: Customers can feel the solid construction and see the flawless powder-coated finish up close. This proves quality way better than words ever could.
- Answers Unspoken Questions: How tall is a 42-inch railing, really? What does a textured black finish look like in real light? Your display answers these questions visually, wiping out uncertainty.
- Simplifies the Options: Seeing different styles side-by-side—like classic picket versus modern glass—helps clients immediately see what works for their home. It makes the choice clear and manageable, not overwhelming.
A showroom shouldn’t just be a gallery. It should be a workspace where decisions get made. It’s where a customer’s vision connects with the reality of a top-quality product.
We designed our DekSmart displays and samples with exactly this in mind. We know you’re busy, so our goal is to give you tools that do most of the selling for you. From complete home-show displays to simple colour swatch rings, every piece is built to help you guide the conversation and close the deal faster.
Turning Browsers into Buyers
The gap between a casual browser and a committed buyer is usually confidence. A hesitant customer is afraid of making the wrong choice. Your showroom is the best tool for overcoming that fear.
When you walk a client over to a display, you can point out the small details that prove quality. Show them how the gaskets seat the glass perfectly or how the post caps fit snugly without any rattling. Let them pick up a sample piece and feel its reassuring weight. These small, hands-on interactions build a powerful sense of assurance.
This is why we focus so much on supporting our dealers with great marketing materials. As a manufacturer, we understand what your clients want: reliable, low-maintenance systems that stand up to our weather. Your showroom is where you prove, without a doubt, that DekSmart delivers. It’s your best salesperson, working for you every minute your doors are open.
Designing a High-Impact DekSmart Display
A railing display tucked in a corner collecting dust isn’t a sales tool—it’s just inventory. A well-designed showroom space, on the other hand, can be your most effective salesperson. This isn’t just about propping up a railing section. It’s about creating an interactive experience that guides a customer from “just looking” to “this is the one.”
First, claim your prime real estate. Your DekSmart display best performs in a high-traffic spot where it’s impossible to miss. Think about the path a customer takes when they walk in. The display should be right there, inviting them to touch the materials and feel the quality.
Now, let’s talk lighting. This is a small detail with a massive impact. Good, direct lighting makes our powder-coated finishes pop and reveals their true colour and texture. If you’re showing a glass railing, the right lighting makes the panels gleam, highlighting their clarity and helping customers picture that crisp, unobstructed view from their own deck.
This flow is key—it moves a customer from just seeing the product to physically interacting with it, which is often the turning point in their decision.
Structuring Your Display for Easy Decisions
One of the smartest layouts is the ‘good, better, best’ model. This isn’t a pushy sales tactic; it’s a great way to simplify choices and help customers find the right fit for their budget and style. By setting up different systems side-by-side, you make the comparison obvious.
Here’s a practical example of how to stage it:
- Good: Start with a sturdy, classic picket railing. It’s a fantastic, reliable option that sets a clear baseline for DekSmart quality.
- Better: Next to it, place a framed glass railing system. This instantly shows a step up in modern style, offering that open, airy feel so many homeowners want.
- Best: Finish with a topless or component glass railing. This is your showstopper—the premium look with minimal hardware that delivers the best, unobstructed view possible.
This comparison lets customers see exactly what their investment gets them. You’d be surprised how often people, after seeing the premium option in person, decide to upgrade. The upsell happens naturally, without a hard pitch.
The best displays don’t just show products; they tell a story of value. When a customer can see and feel the difference between good and great, the upsell makes itself.
The Finishing Touches That Close Deals
With the main display built, the final layer involves the small-but-mighty details that turn a static display into a dynamic sales centre. Think about everything a customer needs to make a final decision, and put it all right there.
Make sure your display is always armed with these essential tools:
- Fresh Brochures: Keep a holder stocked with the latest DekSmart Railings brochures. They’re packed with great visuals and technical info for customers to review at home.
- Colour Swatches: Have a full set of our colour swatch rings physically attached to the display. Encourage people to handle them and see the different finishes under your showroom lights.
- Business Cards: A simple one, but crucial. Make sure your company’s contact info is right there, ready to be grabbed.
Finally, a bit of housekeeping goes a long way. A dusty display with fingerprints on the glass sends the wrong message. A quick wipe-down each morning shows you take pride in the products you offer. It’s these small habits that reinforce the premium quality of the DekSmart system and build trust from the moment a customer walks in.
How to Use Samples and Swatches to Guide the Sale
Guiding a client through colour options doesn’t have to be overwhelming. The trick is to make it a team effort. Start by holding the swatch ring up against your main display to show how different colours look on the railing itself. Then, pivot the conversation to their home.
A simple script that works time and again is: “What are the main colours on your house? Thinking about your siding, trim, and window frames?”
Once you have that info, you can offer real, practical advice that shows you know your stuff:
- For homes with dark trim: Suggest colours like Black or a textured finish to create a clean, modern look that ties everything together.
- For homes with light siding: Show them how a dark railing can create a stunning contrast, or how a white or silver railing offers a more subtle, classic feel.
- For homes with natural wood or stone: Textured finishes like Slate Grey are fantastic because they complement these materials perfectly.
This approach changes your role. You’re no longer just a salesperson; you’re a design partner helping them make a smart choice. That builds massive confidence.
A Real-World Upsell Scenario
Let’s walk through how this plays out. A contractor we work with was quoting a job for a standard black picket railing. The homeowner was happy with the price but was on the fence. Instead of pushing for a decision, the contractor pulled out his DekSmart colour swatch ring and pointed to the Textured Black finish.
He didn’t just show it; he explained the value. He said, “This textured finish is fantastic because it cuts down on sun glare and does a much better job of hiding fingerprints and dust. It has a richer, more premium feel to it.” He let the customer feel the difference in the finish and then handed them the swatch to take home.
The next morning, the customer called back and approved the quote—with the upgraded textured finish. The physical sample did all the selling. That tiny swatch ring not only closed the deal but also increased the ticket size with a simple, honest demonstration of value. The data backs this up; read more about how interactive displays drive sales and how a hands-on experience can boost conversion rates. When customers can touch and feel the product, they are far more likely to buy.
Boosting Your Ticket Size with Railing Accessories
A railing job is rarely just about the railings. This is your prime opportunity to increase revenue on every project, and it all comes down to showing your customers what’s possible. By showcasing DekSmart’s accessories effectively, you can turn them from an afterthought into an essential part of the package.
The trick is to integrate items like post caps, lighting, and gate hardware right into your main showroom display. Don’t leave them in a box on a shelf. A customer isn’t likely to ask for something they can’t see, but they’ll want it once they see it in action.
Rotating New Products and Colours
Whenever DekSmart rolls out a new product or colour, treat it as an opportunity to refresh your main display. Don’t just add the new swatch to the sample ring—make it the star of the show for a while.
Try swapping out your primary display railing to feature that new style or finish. This immediately catches the eye of returning contractors and homeowners who thought they’d seen everything you offer. It creates a natural talking point and proves you’re on top of the latest trends. If you’re short on space, even just changing the top rail or post caps to a new colour can make the entire display feel new again.
Common Questions About Showroom Sales
Even the most experienced dealers ask how to get the most out of their showroom. It’s one thing to set up a display; it’s another to turn it into a consistent deal-closing machine. So, let’s get into the practical answers to the questions we hear most from our partners in the field.
These are the tips that can help you refine your approach and close more deals.
How Often Should I Update My Main DekSmart Railing Display?
As a rule of thumb, plan on giving your main display a refresh at least once a year. This doesn’t have to be a complete tear-down. It can be as simple as swapping out the featured railing style—maybe moving from a classic picket to a component glass system—or changing the primary colour to a popular new finish.
Smaller tweaks, like changing post caps or adding new lighting, should happen seasonally or whenever new products are released. The real goal is to keep your display from looking stale. You’d be surprised how much difference a deep clean and a fresh stack of brochures can make every quarter.
My Showroom Space Is Limited. What’s the Best Setup?
If you’re tight on space, a wall-mounted display is your best friend. DekSmart offers compact display options that showcase multiple components in a small footprint, so you don’t have to sacrifice impact.
Focus on a single, versatile post that can demonstrate different infill options. For instance, you could use one post to show a glass panel on one side and picket railings on the other. It’s an efficient way to show variety without chewing up a ton of room. Use your corner spaces for smaller displays of accessories like post caps and lighting.
When space is a premium, your sample kits and brochures become even more critical. Your physical display is there to prove the product’s quality and sturdiness. From there, you use your samples and the photos in the brochure to walk customers through all the other possibilities. It’s all about using every tool you have to tell the full story.
Ready to create a showroom that closes deals? The team at DekSmart Railings is here to support you with high-impact displays, sample kits, and all the resources you need to succeed.
