Vote or Don't Complain

John and I just got back from the polls. We went early, anticipating a crowd. We were right. I can’t begin to estimate how many because the line snaked around the halls of our local elementary school and into the auditorium. But it only took us a little more than one hour. Not bad at all. We were thinking it would be much worse.

It was fun to see friends and neighbors. We discussed the weather, work, and lots of football (and, yes, John’s Steelers put a whooping on my Redskins last night). Got to read the entire paper, too. That doesn’t usually happen.

Now we wait. Wait to see the outcome. And we hope that whoever makes it to the White House will make a positive impact on this nation.

So get out there and vote. And if you choose not to vote, keep your mouth shut. You have no right to complain. It’s as simple as that.

Six Words That Close The Sale

Sometimes, a sale seems to stall. You’ve met with the prospective customer, gotten the budget, designed a suitable project, explained the value in doing business with your company. But you’ve not been able to get that “yes.”

What do you do?

Here’s a simple six word sentence that I sometimes use to get the sale moving forward again: “How can we make this work?”

This question gets you away from trying to figure out what is holding the prospective customer back and allows the customer to tell you his or her objections. Now you know exactly what you need to do to overcome those objections and get to “yes.”

Happy Selling!
John

P.S. I posted this early so I could say . . . Steelers all the way, baby!!

Leading Indicator of Remodeling Activity

Harvard University’s Joint Center for Housing Studies puts out a report each quarter to estimate future remodeling activity. You probably can already guess that the news is not good. The Leading Indicator of Remodeling Activity, otherwise known as LIRA, is expected to go down about 12% over the next year.

Naturally, as the economy weakens, home prices continue to fall and people lose or are afraid they will lose their jobs, they tighten their belts and reduce spending, typically on things like home improvement projects.

So, what should you do?

Don’t stick your head in the sand and hope it will all be over soon.

As I’ve said, continue to market your company. Find the customers who do want to remodel. Return phone calls. Show up to appointments on time. Treat your customers well. And most importantly, stay positive.

What are you doing in your company right now to weather this downturn? Share with the rest of us.

Annette

P.S. And go 'Skins!!

Ask Your Remodeling Customers For Referrals

Here is one marketing idea that won’t cost you anything! Ask for referrals.

Of course, you should always ask for referrals, regardless of whether the economy is up or down. But in case you haven’t, now is a great time to start. Why? Because customers who come to you through a referral are often already sold and ready to use your company. That makes it all the easier to close the sale!

It is important to create a formal referral generating system. Create a system and assign someone to complete the steps. And then follow up to be sure it is being done.

One of the most important things you can do is to acknowledge the referral from your customer. Immediately send a hand-written thank you card, signed by you. Your customer needs to know that you acknowledge and appreciate his or her efforts.

Once the job is complete, you have a perfect opportunity to ask your customer for referrals. Don’t be shy. If you’ve done a great job, your customer will be happy to send people your way. Be sure to mention referrals in your customer newsletters and subsequent mailings.

Referrals can be a simple and cost-effective way to add more leads.

Look For the Upsell

When you are selling your products and services, do you look for opportunities to sell more to your customers? The easiest sale to make is to the person who has just bought from you! You’ve already sold them on the value of going with your company. Why not give them some options to increase that value.

For example, if your customer is buying an entry door, why not suggest a matching storm door. Or how about a slight change in the tile layout in the bathroom.

Look for opportunities to increase your sales with your customers who have just said “yes!”

Happy Selling!
John

Keep In Touch With Your Remodeling Customers

Now more than ever it is important to keep your company in front of your customers. After all, they have already done business with you. They know you, your company, your work and have seen the value of continuing a relationship.

How can you stay in touch? Commit in your yearly marketing plan to contact your customers during the year. Based on your type of business, you may decide four times is enough or seven or eight may be the magic number.

Then decide how you will stay in touch. Newsletters are a great way. So are holiday cards, special customer only sales and promotions, we miss you letters. The list goes on and on. Be creative and be yourself. Your customers will appreciate the attention.

The Economy That Matters

Yes, the world economy is on shaky ground. Stock markets all over the world are behaving erratically. Credit markets are tight. And you know what? You have absolutely no control over any of it!


But you do have control over your own economy. And, right now, that’s the only economy that matters.


It’s the economy that’s inside your head. The one that’s telling you that times are bad . . . or good . . . depending on how you look at it.


And it’s the one that’s telling you to keep plugging along in your own business, no matter what.


We’ve all been through tough economic times before. And history shows that tough economies help resourceful people find incredible opportunities. So look around you today. There are opportunities out there in your economy. Go find them.