Your marketing, advertising and great word-of-mouth reputation has finally paid off. The phone is ringing off the hook! “Thank you for calling ABC Remodeling. How may I help you?” You’ve spent years and a small fortune to get the phone to ring but you’ve likely given less than 15 minutes of thought on how you
Remodeling and home improvement companies generally fall into two camps when it comes to interacting with prospects on the phone. Camp One: Virtually every call from a homeowner results in the company sending a salesperson out to their home. This is called Under-Qualifying, or UQ. Camp Two: When a homeowner calls, the inside salesperson asks
Remodeling sales can be broken down into a series of small decisions the homeowner must make, culminating (hopefully) in the signing of a contract with you. An important, and often overlooked, factor in getting through the requisite series of decisions from the homeowner, is whether the salesperson thinks that the next decision is an easy
I’ve had the distinct pleasure to train many seller-doers. These are people who are typically very smart, hard-working and have achieved some level of recognition in their field. Many remodelers are perfect examples of seller-doer – they sell the work, then they do the work. Their biggest challenge is usually keeping the pipeline full with
Don’t take my word for it. Ask any salesperson, entrepreneur, negotiator, or deal maker. The experienced ones tell me the same thing. Or just run a quick search on the title of this post and see what comes up. I used to think it was the primary responsibility of salespeople to increase their closing ratio.