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.
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.
I like to give, give – and then give some more! – value to you. It never sits great to ASK for something in return or openly promote my wares! You give me your time and attention and I value and appreciate that immensely. SO – to make myself feel better about the promotion I’m about to make, I’ll start it with a few quick items of value:
In your Sales Process – Are you sending out an email to a prospect between the initial phone call and the first appointment? It’s a great way to build know, like, and trust and differentiate your remodeling business. Here’s a template you can use – go and implement it!
One of my clients recently sent out this email a customer who was mid-project:
“I’m just checking in to make sure you are happy with your project and the progress so far.
If you have any concerns or issues that would prevent you from giving us a 5 Star Rating at the end of the project, please let me know, and I will address it ASAP.
We can’t wait to see the finished project! Thanks again for choosing us!”
This was simple, direct, and powerful. As the owner, he demonstrated to his client that he was involved in their project and concerned about their happiness with the progress that had been made. More importantly, he gave them a chance to bring up any concerns they had so that adjustments could be made and they could rectify any problems.
Instead of waiting until the end of the project for the customer to say, “I wish you would have…” they were given the opportunity to speak about any concerns so that him and his team could ensure the project ended on a high note.
In this case, the client immediately responded to the email enthusiastic about how the project was going, “MARVELOUS!!! Definitely get a 5-star rating. Chip gets 6 stars. Project moving along smoothly. Some problems, but taken care of immediately. All workers are polite and knowledgeable in their craft. Carolyn right on point and really helped with the design. What else can I say?”
This email further solidified the client’s satisfaction with their project and choice. It was a short, simple email that kept communication lines open and made sure that they were doing everything they could to receive a 5-star review at the end of the project.
I hope this example encourages you to keep the lines of communication open with your clients so that you can be proactive is solving problems and doing everything you can to ensure satisfied customers for years to come.
Running a successful remodeling business is about doing the ‘little things’ – this is an example of one of those little things.