Home Improvement Crisis Taskforce Report (Volume 4)
SURVIVE DURING THIS CRISIS – THRIVE WHEN THE CRISIS ENDS
There are many companies utilizing great survival techniques; hopefully, you are among that group.
We have 34 new success stories from those using their old data (unsold, unable to issue, “one leggers” and old customers).
A SURVIVAL TACTIC
Andy Stone, a remodeling contractor from Tennessee says, “We’ve never tried this before. I enlisted my office manager, my wife and my oldest daughter, and together with me we started to call our old data. Four people allowed us to come to their home (2 sales). Three people were sold over the phone. At first we thought it might be unethical or overbearing to call people at this difficult time. Everyone we talked to was pleasant and my daughter wrote a script, which we changed 3 times and no one hung up on us. What a revelation. I was a carpenter, a project manager, installation supervisor and suddenly, I think I have new skills.
Numerous companies wrote about outbound calling. Jay Studley, said, “While in college, I worked in a call center for about three months. I hated it and I felt that making outbound calls at this time was stupid. My uncle owns this business. We are in upper NY state and at first we were told, we are a non-essential business. That all changed. I had our attorney listen to the recording of your webinar. He made several phone calls and our business got listed as essential. We made 2 installations this week that we could not have done, without initiative from people like yourself.”
Q: One of my repair service people was in a company truck and was stopped by the police for being a “non-essential” worker. They did not write him a citation but gave him a warning. How do I prevent this?
Here is a response from attorney, D.S. Berenson:
A: You can’t prevent it, but you should consider getting a letter from your law firm explaining the services, which you render, which would indicate legally authorizing your company to be open under the shutdown order that is in effect in your state. If well-drafted, and in plain English, this should permit your workers to go out about their business without problems.
In addition to attorney Berenson’s response, in an earlier report, we referred to some states (maybe yours) being “shut down”. Many companies were classified as non-essential depending on the product they sell. They appealed and got permission to estimate and install their job. Much depends on how you classify your product. Many in the bath refitting business are akin to issues that plumbers face. Much bath refitting is sold to those in the 65 to 75 age group. The purpose for this remodel can be attached to safety and hygiene. As an example, converting a tub from a difficult entry and exit, which could result in a fall. If your business is reducing that to a shower (a lower step), and using hand rails and antibacterial surfaces, all are essential. Issues when you are selling a roof such as: removing moisture, mold, fungus and creating proper ventilation are all in the category of necessary.
ANOTHER LEGAL ISSUE
Q: Can we require employees to tell us if they have symptoms or have been exposed to the coronavirus?
A: Attorney Berenson says, yes, and emphatically you should make this a condition of their continuing employ. We also suggest having each worker sign an affirmation that they will report any symptoms immediately. They should take their temperature each morning and practice social distancing requirements at all times when personally engaging with consumers and with other workers in your office.
John Pohl, president of Springs Connect says, the majority of his clients are those who recapture leads from old data, or old unsold leads. He offered the following positive examples:
· A new client made 5 sales in the last 3 days from old data.
· A dealer in upstate NY is selling both in home appointments and virtual, whichever the customer is more comfortable with.
· A large roofing and window company in Wisconsin confirmed that their sit rate on re-issued leads from old data is 76%. They report great sales in the past 3 weeks.
· A home improvement dealer reported for the first time, a reset lead with a $9265 sale.
STAYING POSITIVE AND UPBEAT
Gary Clarkson, a roofing, bath fitting and sunroom dealer in Iowa said as follows: We’re doing well. Two of our salespeople will not cover leads in the home. The others welcomed the opportunity. Last Thursday, I had a virtual sales meeting with all 10 salespeople. To open the meeting, I showed them the 6-minute video of Dave on YouTube entitled, “Buying a Car”. It was a hoot and all the guys got great inspiration from it.
In about six weeks, we will be holding a Virtual Summit to bring together 20-30 top experts via video on legal issues, tax information, virtual presentations, new methods of prospect contact, preparing companies to thrive when the crisis ends, etc.
Stay on the lookout for more information regarding the program and what you can expect.
There are stories of positivity happening all around us – – be on the lookout for them. If you would like to share your story email firstname.lastname@example.org.