11 Steps Every Home Improvement Company Should Follow

There is a lot of great news to report even though we are only 1 month into 2011. Many companies in the industry are already reporting significant growth over 2010. This recent report from the National Home Builders Association echoes these thoughts, while other reports are predicting significant future growth within the industry.

However, despite these positive reports, it is vital to stick to a system. If you don’t stress this to your employees and colleagues on a daily basis then there is a strong likelihood that you will begin to “freelance” which leads to nothing but trouble.

If you don’t have a system for managing your leads, here is one that we recommend to all of our clients and customers:

  • Log every lead into your database.
  • Every lead must contains a name, address, phone number, email address and fax number and a permission to call slip attached.
  • Leads are confirmed (optimally within 48 hours) into appointments.
  • Lead issuance is supervised and the number of leads issued daily is regulated. Unsold leads are reported, detailed and returned within specific time parameters which can range from 30 days down to 24 hours.  (The shorter time allowed the better).
  • Measure the efficiency of the salesperson who is issued leads – by    dividing the number of leads issued into the net sales volume produced from the leads.
  • Rehash unsold leads to confirm appropriate use by the salesperson and if not sold they are entered into a database for future solicitation.
  • Review and analyze the presentation rate, gross close rate and net close rate (gross close less credit rejects, and cancellations) for each salesperson and the company as a whole.
  • Salespeople generate up to 20% of their business from leads which they developed personally (self-generated leads).
  • Teach and enforce referral solicitation as part of the sales plan
  • Adopt a performance model which spells out for the salesperson the projected number of leads which will receive a presentation and the percentage of closes – vs. – leads issued as well as the estimated percentage of business the salesperson is expected to develop from self-generated leads.
  • Management conducts ride-alongs and performance appraisals of the salespeople.

For more information on how to implement this system in your organization please e-mail us at admin@daveyoho.com.

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

I want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

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