THE SAVVY CONTRACTOR BLOG

10 Disciplines of a Successful Sales Representative

The following are 10 power statements that can be utilized in sales meetings and sales management training.  The concept behind these 10 ideas was originated by Michael “Mickey” Madden of U.S. Home Systems. These ideas are being published in memory of William “Bill” Sherwood who passed away in early December 2011.  Bill exemplified these disciplines and made them a part 

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Q & A From Our November 2011 Webinar (Part 2)

We will now continue answering questions from our latest home improvement webinar. If you haven’t done so already, make sure to read our last blog posting where we address more of the questions that were asked during the program. Q: You mentioned “lead control”.  How does that relate to giving salespeople the freedom to handle the lead in the best 

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Q & A From Our November 2011 Webinar

Last week’s home improvement webinar on lead generation was a rousing success. There were over 950 companies on the program and we received numerous questions. As is frequently the case, we did not have enough time to answer them all on the webinar so we took the opportunity to respond on our blog (the first series of questions and answers 

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Proximo Marketing For Inexpensive Leads

They responded to your marketing message.  They became prospects, customers (hopefully satisfied) and they can be the source for quality inexpensive leads. The term proximo marketing is used to define any type of marketing around completed jobs or jobs under construction For siding, roofing, gutters, windows, cabinet facing as well as other products we recommend a marketing method called “hang 

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The Big Drop Is A Big Flop

Let me preface this post by saying that this is not an assault on those within the home improvement industry who use a price drop as an incentive to close a deal.  The issue is the “big drop”. Historically this practice dates back to the late 40’s and early 50’s when in an effort to sell roofing, siding and storm 

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Back from the Chicago Summit

Thanks to everyone who made our fall summit in Chicago possible – from all 150+ attendees to all of our sponsors. While it is always challenging to hold our programs in facilities such as the McCormick Place, the feedback we got was tremendous and it encourages us to revisit such sites in the future. This was our final live seminar 

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8 Critical Issues Facing Home Improvement Retailers

This is a critical time for the home improvement industry as recent laws are making it more and more complex to do business as many retailers have done in the past. With that in mind here are eight critical issues that the industry is facing: The inherent risk in using “share of profit” compensation for salespeople. Despite it having been 

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Q & A From Our September 2011 Webinar

Last week’s home improvement webinar entitled “Open Your Mind to Close More Sales” generated an excellent response from our customers as well as industry leaders. Once again we would like to thank all of the attendees as well as all of our sponsors of the program. The 90 minute webinar was filled with tons of Q&A; yet despite that we 

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Left Brain vs. Right Brain Selling

There is no such thing as a cold, rational, dispassionate buyer who buys solely on merit. Most decisions are influenced by emotion and similar feelings. I once asked a purchasing agent who had placed an order with a manufacturer for products which he might have been able to purchase for less, “Why do you do business with this particular company?” 

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Making Marketing Integration Work For You

The advent of e-mail marketing has led many businesses to lessen their use of more traditional approaches such as direct mail and telephone, and the reasoning behind this is simple: E-mail marketing is less expensive, and it capitalizes upon the technology that more and more customers are comfortable making purchasing decisions from nowadays. However, many companies take it a step 

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