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.

Sell More Remodeling in a Down Economy

Whether you do the selling in your remodeling company or you have salespeople to do it, it is critical that all salespeople be at the top of their game.

Make sure salespeople are up-to-speed on product knowledge. If you need a refresher, call in your manufacturer’s rep or building supply rep right away.

Keep your sales skills strong by reviewing your own sales system and practicing. Do a mock sales call with a family member or friend.

Listen to sales training tapes or read sales literature. The first sales book I ever read was “How to Sell Anything to Anybody” by Joe Girard. Joe was a car salesman and became known as the World’s Greatest Salesperson by selling, on average, six automobiles a day. Joe’s 13 Rules to Success are a must-read and must-follow for any salesperson.

Don’t skip steps in your sales process. Remember when sales were easy? It wasn’t that long ago. You may have been able to get away with leaving out a step or two then. No longer. Be thorough.

Focus on sales and keep your skills in peak condition to help you weather this economic downturn.

Happy Selling!
John

Stay Healthy During These Stressful Times

A by-product of the economic turmoil swirling around us is stress. We constantly hear about the economy, bank collapses, and the stock market decline. We may be nervous about the future, concerned about our jobs and businesses, or just plain worried about the unknown. That stress we are feeling can cause anxiety, depression, and illness.

So how do we combat stress? Hang out with positive, upbeat people and you are more likely to have the same attitude. Try to get enough sleep. Working hard without giving your body and mind the time it needs to repair itself will only wear you down. Keep your energy reserves high by exercising and taking breaks that really take you away from your work. And don’t forget to eat healthy meals throughout the day.

And now, more than ever, it is important to focus on the good in our lives. Try to come up with one positive thing each day.

Spot New Trends in Remodeling at Trade Shows

Trade shows are a great place to spot new trends in the remodeling market. And picking out new trends early can be one way to increase your business.

Being the first in your area to offer a new line of vinyl siding or a new kitchen faucet can set you apart from your competition, giving your company increased value in the minds of your potential customers.

Manufacturers and suppliers bring their newest products and innovations to a major trade show like The Remodeling Show or the Kitchen/Bath Industry Show. You can talk directly to the reps, see a product first-hand, find out how it can fit into your business, get some literature and ask lots of questions.

But don’t limit yourself to major trade shows. Many times industry reps help out at local consumer remodeling shows and you can make some valuable contacts there, too.

Try to commit to attending one show a year. Spend some time talking to people and looking at the products. Be open to new ideas that can increase your business.