Episode Details

If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.

What you’ll hear in this episode:

• A recap of our first three parts of “Have Your Best Year Ever:”
  • Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Epi. 101))
  • Part 2: Keeping leads organized with a CRM system, with Adam Sand (Epi. 102)
  • Part 3: How to get more leads, with Marc Levesque (Epi. 103)
  
  
• Steps to developing a consistent and repeatable checklist in converting leads into sales:
  • The initial call
    • Get back to the ASAP
    • This is your only chance to make a great first impression
    
    
  • Lead warming
    • Warm up the lead and prepare the customer
    • Stand out from the competition
    
    
  • The visit
    • Leave a great first impression with your first visit
    • Use a scripted checklist
    • Ask the right questions
    
    
  • The presentation
    • Refer to Episode 22 with Tom Reber on How to Sell
    • Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
    
    
  • Lead nurturing
    • This is where contractors drop the ball
    • Give the customer a reason to call you back
    • Use a newsletter, but include helpful information
    • Texting will likely get a response
    • How to handle the “break up” email
    
    
  • Close the job
    • Do a recap and know your numbers
    • Track your close rate on jobs to evaluate your pricing
    
    
  • After the job, ask for referrals focus on turning the customer into a lifelong customer
  • A good CRM system will help you keep track of customers
  
  

Resources:

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