11 Tips for Selling Motorized Shades

About 90 percent of all U.S. homes are potential candidates for motorized window coverings.

But only about 20 percent of all proposals from custom integrators include it, according to Steve Iommi of Somfy.

Why? Half the hurdle is simply recognizing the sales opportunities. Here are 11 things to look for in the home that are prime sales opportunities for motorized window coverings:

Hard-to-reach windows such as a bay window behind the kitchen sink or a high up (often large) window in a foyer or great room. (Sales Tip: “Do you have to get a stepstool every time you want to close the shade on the window behind the sink?”)

Multiple window coverings in the home (Sales Tip: “How long do you think it will take to walk around your entire house every morning and every night to open and close your shades, blinds or drapes?”

Sliding glass doors are usually not too picturesque as compared to French doors. Many homeowners want to hide them. Also, they can make a room into a sauna if not draped or shaded.

Heavy drapes (Sales Tip: “Is it difficult to pull those heavy drapes open and shut every day?”)

Blackout shades in bedrooms for sleeping. For convenience sake, motorization can automatically raise and lower the shades every morning and every night.

Large (or small) windows in the great room or other TV-watching locations that cause too much glare. Obviously, glare can deflate a TV or projector-watching experience.

A bathroom window behind the tub or Jacuzzi. (Sales Tip: “Do you really want to have to step into your bathtub to close the blind?”)

South-facing windows in general that can allow unwanted heat into the home.

Windows that face an adjacent home or the street and offer a bird’s eye view into the home from passersby. (Sales Tip: Motorized shades can offer not only privacy, but security. “Do passersby ever look inside your windows as they walk by?”)

Sunrooms (Sales Tip: Almost all sunrooms are south-facing; thus, while the heat they generate in the winter is welcome, in the summer can be a sweatbox. Motorized shades can allow a homeowner to use that sunroom year-round. Sunrooms can typically require eight or nine shades.)

Large windows that face either a manicured backyard or the kids’ play area. If the backyard is in prime condition, chances are that the homeowner likes to admire it. Likewise, if they have small kids with a jungle gym in the backyard, there might be a large window that allows them to keep an eye on things. Motorization would be helpful.

For more information about incorporating motorized shades into your integration company, download the free "Complete Guide to Selling & Installing Motorized Window Coverings" White Paper.