Don’t worry, I got permission to use this from my client…
About the cowboy hat – when I dialed in for my Zoom video conference coaching call with her and her husband yesterday, she was wearing the cowboy hat. Having never seen it before I said, “What’s with the new cowboy hat??”
She replied, “Well, it just got delivered by Amazon today – we’re going to a Brad Paisley concert this week and I felt like I needed something country to wear!”
So that’s the story of the hat, more importantly, here’s what she’s holding up.
You may have heard me (and others) say: What gets measured, gets improved.
To help my remodeling clients keep their Total Sales goal in mind (the amount that you see on the top line of your P&L) – I like to have them create a ‘Sales Thermometer.’
They put their goal at the top of it and every time they make a new sale, they color it in. It’s a simple thing, but it really keeps first things first. And it’s usually the first thing they do after they get the sale made!
A couple takeaways you might have from this:
- What is your sales goal? How are you doing with it? Track it! What gets measured, gets improved.
- Sometimes, having physical, in your face reminders is helpful – have fun with it – create something to keep track of your top priorities.
- The only Brad Paisley song I know is ‘Ticks’ – I ended my coaching call with this client by reading the last verse of ‘Ticks’ (you can find the lyrics here if you’re dying to know!) to them as if I was reading poetry. It made them laugh. Laughter is good medicine – don’t take business too seriously and make sure that you, your employees, and your clients are having a little fun along the way.
P.S. When was the last time you reached out to your previous clients? Remodelers AutoPilot can help you do this effectively and consistently – you can try it out for $1. It’s good marketing for your remodeling business! You can sign-up here.
“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!
“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.