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.
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 …
Not all customer inquiries are created equal, but the common quality they all share is that they all have a value. Because there is value to each type of call, you must treat them as an opportunity…a valuable one!
I have worked with home improvement companies for close to 15 years. The number of contractors that forget the importance a first impression has on their ability to win more jobs, never ceases to amaze me. Whether it is the way they answer the phone, the email address they use, or the choice of attire, often contractors drastically reduce their chances of success. Although you may feel professional, if you do not look professional, your customers may be judging you unfavorably. In business, often judgements of the book are made by the cover.
Written by Ari Greenbaum, co-founder of conXpros If you have been following this blog, you are likely already aware of the importance speed plays into your results from leads (and customer inquiries in general). I previously shared suggestions to ensure high contact rates and success in regards to contacting potential customers in an article titled The … Read more
Since the first month we opened our office, we implemented a community outreach program focused on giving of our time and/or monies to organizations and people less fortunate than ourselves. Of course, there is the altruistic aspect of this action, but I also push our staff to be as involved as possible for another important reason; to get in the habit of GIVING.
To become a successful sales pro, you must learn and work on your ability to ask the right questions and at the right time. This skill allows you to control the direction and flow of the selling process. Generally, a conversation between two or more people consists of a series of questions and answers, with the one asking the questions in control of the conversation.
There is no better place to begin the journey to success in selling than the skill of listening. You cannot become a top sales pro without the ability to listen.
In a recent blog post from May 22, titled Guiding your prospect to a clear “yes”, I focused on the skill of clarity of thought and speech. This article will focus on clarity done at the highest level, the art of conversation. I have searched far and wide for a definition of “sales process”. Much to my surprise, there are none!