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Thursday, December 18, 2008
Get the phone to ring
Dec 18 2008 7:34AM | Permalink | Email this | Comments (4) |
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By Bruce Case
How do you get prospects to give you a shot at their home remodeling needs/wants? If we can get the phone to ring and tell our story to people, that's all we can ask in this market - but how do you do that? Anyone have any best practices to share out there?
Boots on the ground, relationship marketing is what is working for us. Traditional marketing (sending out mailers, post cards, etc.) hasn't worked for us over the last 12 to 18 months. More specifically, what has worked is creating true relationships with our past clients, being involved in neighborhood events (silent auctions, parades, charitable events, etc.) and finding ways to get our foot in the door with prospects (selling down, more design consultation, team selling, etc.).
What works for you?
Reader Comments
at 12/22/2008 3:42:31 PM, RemodelingAlive said:
What works for me are the same types of things. I have always had happy clients and worked off referrals. I wish I had had your input months ago when we sent out 2,000 mailers and got 3 calls of which none went to contract.
at 3/25/2009 9:35:30 AM, Rameses said:
I sent out 4,000 and no calls. I need some work.
at 5/9/2009 11:34:40 AM, Ray said:
Contact your current cleint list by phone between the hours of 5 and 7 pm. "Hi Jim, this is Gregg from ABC Painting, I wanted to see if there was any painting work I could quote for you this year. Things are slower than normal, and I felt it would be good to call all of my customers and check in with them." "Are you planning and new projects for the home this year?"
Regards to above post, what is team selling?
at 5/15/2009 7:55:24 AM, Bruce said:
"Team selling" is when more than one person meets a prospective client on the first visit. In the past, we seldom had two consultants visit a lead at the same time. Today we do it as often as possible because we find it improves our odds. Why - I think the client gets more value (two heads are better than one, debating ideas, etc.) but it also gives a better chance for an emotional connection since certain people tend to connect better than others.
Hope this helps!
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