What would you do with this lead?

Two things come to mind

One of my clients received a website lead the other day.

This came in on Friday, September 16, 2016 at 4:55 PM

“Please tell us about the project you had in mind:

2000 sq ft basement finishing with bathroom and wetbar. Are you available to come out for an estimate this Saturday tomorrow?”

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Two things come to mind:

1. Really?! Website contact form at 4:55PM on a Friday and you want me to come out tomorrow??

2. This is a really good reminder that a huge part of your job as a professional remodeler is to educate your homeowners.

They’re watching HGTV – they think that basement remodel is going to cost $17,000 and take a week to complete.

When you have the first phone call with them – they’re expecting the call to last two minutes and for you to quickly book an appointment to come out to their home.

Most likely, they’re expecting you to work up some type of design and put hours and hours into a proposal for them free of charge.

They’re busy – so they would prefer it if you just email them the proposal instead of setting up an in-person appointment to review the proposal together.

———

A huge part of your job is to educate them. Teach them. Explain the process clearly to them.

To elegantly lead them (not in a pushy way at all) through the entire remodeling process.

That’s part of the service you’re offering them.

For yourself – part of your job is to protect your most valuable asset – your time.

This requires you to have a process and system you follow. A way for you to qualify leads so that you’re not chasing after everything that comes in.

———

This type of sales training and process is what we cover as we set-up your Remodelers AutoPilot program.

P.S. What’s your frog today?

New

Try new things - then keep doing them, tweak, or scrap

So I got a new haircut on Friday. Nothing too spectacular.

As my hair continues to – let’s just say – ‘thin out’ I’ve been cutting it shorter.

This time around I went all the way down to the shortest blade.

The thing about a new haircut is that if you don’t like it – don’t sweat it – it’ll grow back and you can try something else.

This is similar to changes in your remodeling business.

Just because you try something new – doesn’t mean you have to live with it for the rest of your life.

Learn from it.

If it worked – keep doing it.

If it kind-of worked – tweak it and make it better.

If it didn’t work at all – scrap the idea.

Examples would be:

  • New questions you ask during an initial phone call with a prospect
  • Talking ‘budget’ with a prospect
  • Testing out a new (higher) markup on your work
  • Presenting your proposals in a new way
  • Trying different ways of motivating your team
  • Working with a new sub-contractor
  • Installing something using a new tool/technique
  • Testing out a new way of advertising
  • Recording a video highlighting something on your jobsite
  • Improving the way you ask your client for a review or referral
  • Calling a previous client just to check in

The point is – try new things – then keep doing them, tweak, or scrap.

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If you need to get out of a rut and work on major changes/improvements to your sales process, how you manage your sales pipeline, and how you follow-up and stay-in-touch with your previous clients – take a look at Remodelers AutoPilot.

Keep moving forward – don’t become complacent!

What can you try/test today in your business?

Quick

It's funny that your email came thru this morning

A few quick items on different topics:

  • Houzz: Want to improve your Houzz results? I did an interview (view it here) with a remodeler who is generating consistent leads and sales from Houzz. Hope you find it helpful!
  • “It’s funny that your email came thru this morning – we’ve been meaning to reach out to you guys! Paige and I would like to schedule the re-do of our master bathroom forJanuary, 2017.”
    • When you consistently stay-in-touch with your previous clients (with a monthly done-for-you email that’s part of Remodelers AutoPilot) – receiving emails like the one above becomes commonplace
  • Thank You Cards – I posted this on my website in April of 2010. Simple idea and still perfectly relevant (please take action on it)
  • How many Google reviews do you have? Email me and let me know and I’ll share with you a great email template that can help you secure more reviews from your clients (it’s important to get reviews!)

That’s all for this scattered little blog post :)

My hope is that there was (at least) one thing that you found valuable.

Look forward to receiving your email with your # of Google Reviews!

5 powerful words

When you're talking to a remodeling prospect - you need to clearly articulate this

When you’re talking to a remodeling prospect – you need to clearly articulate:

“This is how we work.”

Those are 5 powerful words a prospect needs to hear come out of your mouth (and read on your ‘Our Remodeling Process’ document.)

They don’t remodel every week. They have apprehension about the process. They need to clearly understand what to expect.

Make it clear. Make it easy. Limit the options.

This puts them at ease, makes their choice easier, and converts more of your prospects to paying clients.

They crave a PROCESS – give it to them!

Being able to articulate your remodeling process is just one of things we focus on when we set-up Remodelers AutoPilot.

P.S. ‘If you can’t explain it simply, you don’t understand it well enough.’

This is a quote from a smart guy named Albert Einstein. Quite relevant to the topic above.

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Hope you’re having an excellent day! Reach out anytime