Sales Growth and Marketing Success for the Home Contractor

More Sales, More Business For The Home Improvement Contractor

Wednesday, 28 April 2010

To Get Better Results From Your Marketing... Start Here

There's an old advertising saying that's been around for years:

"If you want to know why John Smith buys what John Smith buys... you
have to see the world through John Smith's eyes."

What that means is simple:

Your marketing and advertising has NOTHING to do with you and your
company.

It has EVERYTHING to do with your prospects and customers.

They have a need that they're looking to fill and they're "radar"
is looking for company to fill that need.

They also have some fears, doubts and concerns. We call these "hot
buttons".

Hot buttons are emotionally charged, pre conceived, subconscious
assumptions about your industry and they come from prior experience
or hearing about experiences from others.

In the home contractor industry these common hot buttons include:

-For big jobs - pushing all your chips in
-Will they get ripped off?
-Don't know how to choose a company
-Nobody calls back
-Doesn't look as good as promised
-Not finishing on time
-Always costs more than the quote.

Your prospects want a home improvement. Your prospects also want a
company that won't trigger these hot buttons.

To get better results from your marketing - to stand out in a sea
of competition - you must understand this concept and start
addressing what the prospect wants to hear.

Remember: You have to focus on what the prospect wants to buy... not
only what you have to sell.

Until Next Time,

Mike Jeffries
http://www.closingsuccesssystem.com/

866-926-5100

POSTED BY: Mike Jeffries AT 07:49 am | Permalink | 0 Comments | E-mail this

Monday, 05 April 2010

Is That Your Best Price?

Have you ever heard this from a prospect...?

"Is THAT your best price?"

It's a question you've probably been hearing a lot more of lately.

How do you handle it? Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.

Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.

Here's what I advise our clients to do.

First you need to find out how much the customer is looking to get. There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.

Simply ask: "Do you have another estimate that you are comparing us to?"

If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples. (This is just one of the 14 tools provided to our clients.)

If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:

"In our business a 15% profit is considered excellent - if their price is 20% below mine, then it can't be the same job. Either they're substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job."

You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.

If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.

Until next time,

I wish you much success,

Mike Jeffries

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"Is THAT your best price?"

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It's a question you've probably been hearing a lot more of lately.

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How do you handle it?� Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.

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Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.

�

Here's what I advise our clients to do.�

�

First you need to find out how much the customer is looking to get.�There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.

�

Simply ask:� "Do you have another estimate that you are comparing us to?"

�

If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples.� (This is just one of the 14 tools provided to our clients.)

�

If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:

�

"In our business a 15% profit is considered excellent - if their price is 20% below mine, then it can't be the same job.� Either they're substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job."

�

You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.

�

If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.

�

Until next time,

�

I wish you much success,

�

Mike Jeffries

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866-926-5100� Normal 0 false false false MicrosoftInternetExplorer4

Normal 0 false false false MicrosoftInternetExplorer4

"Is THAT your best price?"

�

It's a question you've probably been hearing a lot more of lately.

�

How do you handle it?� Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.

�

Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.

�

Here's what I advise our clients to do.�

�

First you need to find out how much the customer is looking to get.�There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.

�

Simply ask:� "Do you have another estimate that you are comparing us to?"

�

If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:

�

You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.

�

If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.

�

Until next time,

�

I wish you much success,

�

Mike Jeffries

�

866-926-5100

POSTED BY: Mike Jeffries AT 07:26 am | Permalink | E-mail this