Spectrum Communications & Consulting Inc. Blog: August 2016
Imagine this: it’s busy season. Your moving company is inundated with calls. Your sales team is going out and providing estimates, but the jobs just aren’t closing like they used to. Your sales team has performed fine in the past, so it’s not them. What gives? You have to think about your custo...
When we visited Mountain View in May, Google announced new features on the horizon for advertisers. The most exciting new feature launch was the plan to increase the size of Google ads by about 50% - eventually. Well, eventually means now! Google made Extended Text Ads available to all advertisers l...
Every weekend, your home show team is out there trying to persuade potential customers to sit with your sales force. You can help your demonstrators build more business by creating structures and systems that lead to set appointments. Here are 10 proven rules to help your demonstrators win the most...
According to Remodeling Magazine, 15-20% of sales appointments are one-leggers, or sales appointments with only one homeowner present. One-leggers are a challenging sale, to the point where some companies refuse to book one-leggers altogether. Rather than losing 20%+ of possible business, you can re...
Home improvement warranties are an important part of the sales process. They put your customer at ease dealing with you, knowing that if they run into trouble down the line, you and your manufacturers will make it right. That can put a burden on your bottom line, though, as warranty work takes over...
Working with contractors, we’ve gotten to know the ins and outs of the home improvement business. One particular problem that we run into with many of our partners is that they don’t pick up their phones. Sales leads are going to voicemail, or more likely, leads are dying in voicemail, because that...
We listen to a lot of phone calls coming into our remodeling partners, and you might be surprised to see how often we see this conversation happen. Customer: “Do you sell Andersen?” (or any brand you don’t sell) Remodeler: “No, we sell our own brand of vinyl windows. Are you interested in those?” Cu...
Every salesman loves a referral – it’s like your previous customers have already sold the job, and your sales team only has to prepare the paperwork! In comparing different lead sources for remodelers, nothing compares to referrals, both in terms of having a high closing rate and a low rescission ra...
It seems like nobody likes Yelp – everyone has a horror story of a disgruntled employee or competitor going on and raking them with 1-star reviews. Then, the Yelp filter hides your good reviews, suddenly dinging your great reputation. Plus, their sales team is constantly hounding you to advertise. I...
