Mark Richardson is co-chairman of Case Design/Remodel and Case Handyman Services. His new book, “How Fit Is Your Business?” will be published in October, 2008. mrichardson@casedesign.com; www.casedesign.com.
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There are two times when faxing or e-mailing a proposal is appropriate: The first is when you don't give a hoot if you get the job or not. The second, when it's almost impossible to meet with the clients face to face.--Phil Rea is president of Phil Rea and Associates, a firm offering sales...
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To help your clients feel less stressed, control the selection process like you control the selling process. Set an agenda.
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Do you have the same understanding of the health and fitness of your remodeling business? Make a chart and rate your company from a low of one to a high of 10 on these 10 criteria. That'll give you a company fitness report.
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How do you predict future sales? And how, in turn, do you budget for the marketing campaign that will drive increased sales?
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Making the most of a trade show should be a priority if you're planning to invest anywhere from $1,000 to $3,000 to get there, not to mention your time. --Mark Richardson is president of Case Design/Remodeling, Bethesda, Md. (301) 229-4600; mrichardson@casedesign.com.
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The primary challenge in selling pre-designed bathrooms is client perception that they are getting something less -- not custom or special -- and therefore should receive a substantial cost savings.