From Patio Cover to Garden Room: Why Fall Offers New Sales Opportunities

As the days grow shorter, it’s not just consumers’ outdoor lives that change. An interesting commercial opportunity is also on the horizon for conservatory builders. Customers who had a canopy installed last spring or summer are now experiencing for the first time how that same outdoor space functions on cooler and rainy days. According to Marco de Jong, Sales Manager for the Netherlands at Deponti, this presents opportunities to reevaluate existing projects.

Fall as a Sales Opportunity

“A customer’s needs change throughout the year. In the spring and summer, the focus is often on outdoor seating and sun protection. As soon as the temperature drops and it gets windier or rainier, different needs arise. For example, the need for more shelter increases.’

According to de Jong, this presents an opportunity that is sometimes still underutilized within the industry. After all, not every new order has to stem from a completely new project. “Many companies rightly invest a lot of time in finding new customers. But there’s also potential with customers for whom you’ve already completed a project—especially when a canopy can be expanded using a modular system.”

After completion, new potential emerges

“A customer who had a canopy installed in June will have a much better idea by October of how to use that space. Perhaps they’ll want to sit outside more often when the wind is stronger or the temperature is a bit lower. Those are natural moments when an additional solution becomes relevant.”

One example of this is adding Deponti Fiano Glass Sliding Walls. This allows an existing canopy to be further developed into a sheltered garden room. The glass panels provide extra protection against wind and rain, while preserving the light and the view of the garden.

Deponti Fiano Glass Sliding Doors

“The flexibility of the system is important. On nice days, you can easily slide the glass panels aside and maintain the open character of the canopy. As soon as the weather changes, you can close off the space more. This allows the same outdoor space to be used for a larger part of the year.”

The glass panels are frameless, ensuring that the view to the outside is interrupted as little as possible. Deponti Fiano Glass Sliding Walls are available with tracks ranging from two to seven rails and in various heights and panel widths. In addition to standard sizes, custom-sized glass is also available. This allows the system to be tailored to a wide range of projects. Furthermore, the sliding walls are not only suitable for patio covers but also for porches, garden sheds, log cabins, and balconies, for example.

From Product Sales to Customer Needs

“Don’t start by talking about the product; start by talking about the customer’s experience. Ask how they like the canopy and how often they use it now that the weather is changing. That will naturally lead you to their wishes or areas for improvement. Maybe there’s no additional need, but it might turn out that someone would actually like to use the space much more often.”

According to de Jong, this approach requires looking at the sales process differently—not as a single moment when a complete outdoor space is sold, but as a relationship in which a project can continue to evolve.

Look beyond the first sale

“Keep track of where you’ve placed what. An overview of completed projects can be very valuable from a business perspective. Which customers have only a canopy? Which projects still have room for technical expansion? And when is the right time to follow up with them?”

This means that fall isn't just a time when consumers try to extend their outdoor season. It can also be an opportunity for partners to extend the sales season.

“My advice is therefore simple: this fall, don’t just focus on new leads—take a look at the projects already in your order history as well. Sometimes, the next sales opportunity is literally with a customer whose driveway you were standing on just a few months ago.”

Extend not only the outdoor season, but also your sales season. Discover the possibilities Deponti has to offer and become a partner through our website.