The overwhelming majority of Home Improvement & Home Service companies have experienced poor to horrible results when purchasing contractor leads. It is the unfortunate reality and overwhelmingly common experience that pros spend their hard-earned money with little to nothing to show for it in the end.
Written By Ari Greenbaum, co-founder of conXpros One of the most common “excuses” home improvement pros give when they do not win the job is “they just wanted the cheapest price”. One possible approach to this problem is to lower your price to “compete”. Most people that take this approach find themselves barely surviving and … Read more
Written By Ari Greenbaum, co-founder of conXpros For centuries the phrase “knowledge is power” has been used and recycled by many well-known authors, speakers and motivators. The first documented use of the phrase goes all the way back to in the tenth-century book Nahj Al-Balagha written by Imam Ali (599-661 CE). Thomas Jefferson, Kofi Annan, … Read more
In the selling profession we “pave roads” for our prospective clients. Just like the roadways we drive on, there are different routes we can take, each route leads in a different direction.
Just before the start of 2019, I shared a post focusing on goal setting for the upcoming year. There were a handful to suggested focus areas such as: Going above & beyond regarding the level of customer service you provide, Improving your online presence, Increasing reviews from clients, & Creating health work-life balances.
Most salespeople fail to get referrals from their existing customer base for a variety of reasons. However, most fit into one of the primary reasons: Fear of rejection/hearing “no”, waiting too long
Most home improvement pros are constantly on the go. Early to rise, on the road or a job site all day, deadlines to meet, get what sleep you can, rinse & repeat. Often the routine forces us to neglect the self-care department of life. Grab a quick and not so healthy bite on the way to a job or meeting, pound a supersized highly caffeinated coffee or energy drink, pull 10+ hour days 6 or even 7 days per week. It is a grind, even on those with superhero stamina and energy, both physically and mentally.
Often, I spend time thinking about my successes and failures in sales. As any sales pro with self-awareness will share, I found there are many deals I won due to what I did or didn’t do. I don’t have data to determine what percentage of my deals were the direct result of my sales ability & skill, but just like the deals I lost, I am responsible for most of my “wins”. In other words, it was not just dumb luck, rather using processes and skills that I know work.
Last month I shared a post highlighting the power that text messaging can have on your business. I shared some personal antidotes along with some practical applications for any home improvement pro. Shortly after posting, I was contacted by one of our clients, Phillip B. (Bowman & Sons Contracting), with some great feedback. He generously agreed to an interview to pick his brain and share some of the things that make him and his company highly successful with all customers, especially leads.
If you are not already utilizing text messaging as a means of communicating with your potential customers…shame on you!
I am an “old-school” guy. I fought the iPhone revolution until I finally succumbed …