“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.
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.
“Wow, these guys are organized and they have a process. This isn’t their first rodeo!”
That’s what you want your prospect to be saying about YOU! One way to do that is to send a professional email between the initial phone call and your in-person meeting with them.
Here’s a template you can grab and IMPLEMENT.
Let me know if you have any questions.
Start getting this sent out!
I’ve always been a baseball fan.
I cut my teeth in business by buying and selling baseball cards growing up. I had a website and business called Major League Cards – throughout high school and into college, I had a little baseball card ‘empire’ – I averaged $500-$750 of profit every month. More importantly then that – I loved it! And it taught me a ton about hustle, hard work (I painstakingly added 1,000’s of cards to my website – I packaged up cards – stuffed envelopes – mailed them out – had a blast doing it.)
The reason I’m talking about baseball is because I was thinking about your sales process.
Mike Trout – arguably the best player in baseball these days – you know what he does every week? Batting Practice. Here he is – the best in the game – he’s practicing – hitting the cages and honing his craft.
What about you?
How much are you practicing your craft? How often are you doing some “batting practice” related to your sales process?
Think about common objections you hear:
- “Wow, that’s more expensive then I thought it was going to be”
- “I don’t know what our budget is, that’s why I’m asking you”
- “When can you start this bathroom project?”
- “Can you break out that kitchen estimate in more detail for us?”
You can count 90% of the objections on 5 or fewer fingers.
Write out the objections you’re always hearing! THEN – Batting Practice – practice what you’re going to say. Get better and better and better at it. Improve your answer. Prepare. Build your confidence.
Reach out anytime!
P.S. If you’re a residential remodeler with a focus on kitchen and bathroom remodeling and you are not staying in touch with your previous clients, Remodelers AutoPilot is a perfect fit for you! Details here.