Responding to your Questions

We received two excellent questions into our office the other day and we wanted to tackle them as soon as possible.

Q: Besides referrals, what is the #1 best ROI [return on investment] marketing source?

A: Obviously referrals have a great ROI, and don’t stop at those that come in voluntarily. Every company should have a “dedicated referral program” with appropriate incentives for leads produced through their customer base.  Referral plans should be introduced by the salesperson (after they’ve made a sale), followed up by a thank-you letter which the customer should receive when the project is scheduled.  Further follow-ups when the job is completed (paid), thirty days after the job is completed, and again at 90 days.  If you’ve got a good referral plan, also make sure you place a phone call once the job is completed and of course all of this should be supported by something in writing.

The second most effective lead is one that is nurtured through database marketing. This includes:

  • Your previous customers – solicited for additional work and referrals.
  • Prospects where the project was presented and not sold (remember, you’ve already paid for the lead)
  • Non-issued leads
  • Leads rejected for finance or cancellations.

We call this “mining your database.”  It is covered in detail in our audio package entitled, “Leads, Leads, Leads”

Q: We are a small operation, and we are struggling to implement effective sales training. Once we are “up to speed” how long should sales training last?

A: Sales training is ongoing, it should never end. First, there’s basic training (1-2 weeks), followed by field training, then ongoing sales meetings in the office at least once a week. It is vital that you make time for regular training meetings, because this is how growth will be fostered within your organization. Like any other profession, sales training is there to re-present basic methods which are frequently ignored or left out when salespeople become even slightly successful. Online sales training is a highly effective way of accomplish these goals for both veterans and the new hire.

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President
Solarshield

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

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

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

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

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

Your consultant introduced many thought-provoking, exciting concepts that were implemented and drove our net profit. We look forward to a long and prosperous relationship with Dave Yoho Associates!

Mark Watson, Owner
Exterior Medics

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

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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