More remodelers are developing referral programs for the first time, including successful rewards programs that are affordable to operate.
When the economy is shaky, customers are more reluctant to commit to remodeling projects. Mark Richardson discusses sales strategies to overcome this reluctance.
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Older prospects, in particular, often say: “I’m not signing anything tonight.” I then review the value of what I’m selling and the added features, and I try to close again, but the response is the same. Any suggestions?
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What began as a way to improve communication between employees at Mitchell Construction evolved into sales training to improve communication with clients.
When Pat Pagano, co-owner of American Remodeling Systems, in Urbandale, Iowa, was planning his company's Web site, he was looking for a way to differentiate it from those of other area remodelers.
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From the mildly frustrating to the emotionally crippling, potentially high-stakes scenarios play themselves out every day in the remodeling world. Some begin benignly or seem tolerable, and many remodelers would rather suffer through them instead of openly confronting them. Other scenarios are...
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Sales are the fuel of your company. Benchmarking your sales process can help you fine-tune your fuel efficiency. Sales process metrics are especially helpful for full-service remodeling companies because they have a unique sales process.
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Valuable lessons for remodelers from another kind of entrepreneur.
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After 25 years of trial and error, guest columnist Tracey Bail ranks the top 10 things he's learned in the remodeling business as follows:
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Remodelers often say that they "hire to retire" and "promote from within." Employees already in the fold know the company's systems, and require less training in the new position than someone from outside would. That means a smoother transition when a position does open up, saving time, money, and...