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.

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

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

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

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

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

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’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

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