Don’t Pull Out a Blank Sheet of Paper – Do This Instead

So, when you are talking to a new prospect do you pull out a blank sheet of paper or a Project Discovery Sheet?” 

This is a question I’ve asked dozens and dozens of times over the years as I work with remodelers on their sales process. 

Often, it’s a blank sheet. Is that what the doctor does? They pull out a blank sheet of paper? Nope. 

Let’s start the process well – have the questions in front of you so that you can make sure you ask everything that you want to: I call it a Project Discovery Sheet – grab a copy of the PDF here and implement this! I hope you find this valuable.

On another note – staying in touch with your previous clients is really smart marketing. 

Remodelers AutoPilot is a program that can help you do this consistently and effectively. Give it a look!
 

What Gets Measured, Gets Improved.

What gets measured, gets improved. 

One of my clients measured trips to the supply house in the month. 

The first month? They made 83 trips.

My client wanted to change this so he told his employees he had a crisp $100 bill for each member on the team if they could cut their trips to the supply house in half. 

Guess what happened? They did it. 

What gets measured gets improved. 

Hitting your employees a little in the back pocket (in a good way) can really help

One of the employees asked, “Will you do this again next month?” 

No! You just proved you can do it, now let’s do it consistently. 

How are you motivating your team? What can you do to get their competitive juices flowing? Comment and let me know. 

They already know, like, and trust you

Your previous clients already know, like, and trust you.

Chances are, the majority of the dollars you put in your business bank account this year are coming from your previous clients – either repeat work or referrals from them.

They are your most valuable marketing asset! Yet…

  • 8 out of 10 remodelers I speak with don’t have an organized previous client list (contact details are hiding in Quick Books, maybe in an out-of-date spreadsheet, in manila folders, etc.)
  • 8 out of 10 remodelers I speak with haven’t sent squat to their previous clients in the last 12 months (they assume they will just reach out or refer them without needing to stay top of mind)
  • The 2 out of 10 remodelers who do have an organized client list and actively stay in touch will generate more repeat work and referrals.

To recap:

  • The majority of your revenue is from previous clients
  • They’re your most valuable marketing asset
  • You probably don’t have your previous client list organized
  • You probably aren’t staying in touch with them
  • You’re missing out on more repeat and referral work because of it!

Action Steps:

  • Organize your previous client list! Start by exporting it out of QuickBooks or wherever you have it. Open up a spreadsheet – get it organized!
    • First/Last Name, Street, City/St/Zip, Email, Phone, Date of Last Project, etc. Keep it simple
  • Decide on a date when you’re going to reach out to them
  • Execute! Draft the email. Make it happen

Remodelers AutoPilot can make this easy for you (here’s a little video that shows you how it works.)

When we set-up Remodelers AutoPilot, we get your previous client list organized and uploaded. We create a clear plan for staying in touch with them. You have a done-for-you email that gets created each month to send out to your list.

You can try it for the first month for $1.

Whatever you choose to do, please move staying in touch with your previous clients to the TOP of your marketing plan! It’s the most important part.

Around the Horn on Marketing, Sales, and Office Management with Bryan Sebring

Bryan Sebring of Sebring Design Build and I go ‘around the horn’ with my questions discussing his top tip/best thought that has positively impacted his remodeling business in these areas:

Marketing (4:15)
Sales Process (13:34)
Managing Your Team (21:00)
Financials/Job-Costing (26:38)
Systems/Software (34:02)
Work/Life Balance (35:59)

If you prefer listening to watching, check out the podcast here. 

Bryan has been in the construction industry since 1993 and opened his Sebring Design Build in 1999. He lives in his hometown with his wife, Jenny, and their four children.