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SA LES & M A R K ETING Who Knows How to Sell Their Services? By David Lupberger K, it’s a dumb title. If To be specific, he has had laptop computer and reviews a • A firm completion date, O you’re in the home improvement industry, success working with online leads, and he is a stickler for 22-slide PowerPoint presenta- tion he has put together on his weather permitting you either learn how to sell your good customer service. When company. In the presentation, On every slide, along with the services, or you go out of busi- he receives an online inquiry, he he addresses many of the ques- talking points, are pictures of the ness. Here is the key point: Some gets an instant text message let- tions/concerns a potential client custom decks and fences he has contractors do this better than ting him know of the inquiry, might have: built in the previous 14 years. Each others. In this market, with all of these pictures demonstrates the the changes taking place, sales is quality and variety of his work. something you better be good at. Here is the key point: Some During the sales call, he John Henry is good at selling gives each homeowner a pack- himself. He credits Michael contractors do this better than others. age of information that includes Stone’s book Profitable Sales: In this market, with all the changes additional pictures, homeowner A Contractor’s Guide with giving testimonials, and copies of actual him the direction he needed. taking place, sales is something you forms that he uses in his day-to- John runs Majestic Fences and better be good at. day business: Decks just outside Austin, Texas. • A sample change order form He is staying busy. Very busy. • A sample punch list form I called to ask him about his and he calls the homeowner • Designing and crafting • A copy of his completion ability to sell so successfully, immediately. He wants to hear custom-built fences and decks certificate and here are some things he them say, “I’m still sitting at the with your budget in mind reviewed with me. computer. How did you respond • Company licensing and He reviews each of these so quickly?” Responding this insurance forms to show the potential quickly allows John to speak wit
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