this sales presentation provides more details regarding our videos sales
processes for contractors really this is a soft sale program that has been
modified for contractors when you're in a business that requires you throw out
the net every month to get leads you face many challenges this video is not
trying to oversimplify the sales process but rather offer helpful tips or maybe
just give you some fresh ideas for sales and marketing our technique is based on
relationship selling and can be designed to fit any type of product or service
you might offer we will do our best to be brief and to the point as we know
your time is valuable thanks for watching as a contractor
you must likely engage in some form of advertising whether it be in print like
a magazine or in the mail maybe you're using online advertising like Adwords
Facebook maybe you use a service that generates leads on a pay per lead basis in
one way or another you pay to get your name out there and in front of customers
whatever the case may be it's important you don't let your leads fall through
the cracks as you watch this presentation you'll get a really good
idea of what we mean by there this is assuming that you have leads and have
already done some kind of branding to get your name out there this would be
step one in your sales process branding with a call to action whether that be in
print or online one of the most important aspects of handling a lead and
where so many companies drop the ball and you're going to think this is silly
put it simply answering the phone let's talk
about customer service for a minute yeah you would think this is a no-brainer
look at this guy putt it's shocking how many times we hear from homeowners that
they had to call a contractor multiple times just to get to speak to someone so
answer your phone pay someone to answer your phone and it
sounds so simple but so many contractors don't do this one little thing and let's
face it if you let it go to voicemail you can be sure they will hang up and
call your competition whether they leave a message or not and think about it for
a minute what did that lead cost you now think about how you sound to the
customer how does your receptionist sound this is your first interaction
your first impression and it sets the tone of the entire relationship moving
forward let me give you an example who would you rather speak to someone who
answers the phone and sounds like this hello this is ABC company how can I help
you or yeah this is Bob how can I help you you sound busy if you answer the
phone like that customers get the impression you really don't need their
business or would you rather speak to someone who answers the phone like this
thank you for calling ABC company how may I direct your call or thank you for
calling ABC company how can I help you you see your tone and your attitude it
comes across in your voice it sets an impression of what that customer thinks
about you and what they think about your company
the next step here qualify your leads and train whoever is answering the phone
to ask questions and make sure that this caller isn't a waste of your time for
example you could say something like can you tell me a little bit about your
project and then let them talk or do you have a time frame when this project
needs to be completed we need to take the time to acknowledge everything that
the customer says this is called reflective listening or you could say
something like I would like to schedule an estimate for you when would be the
best time for all decision-makers to be present you see we'll be bringing out
samples and discussing the difference in pricing based on product and quality as
well as warranty information then book your date and time and let them know you
will be emailing a schedule invite for their calendar and that they will need
to respond to that with a confirmation if you feel it necessary you can also
mention your minimum I need to let you know we do have a $500 minimum on all of
our projects we need to teach whoever is answering our phone to keep control of
the call we need to ask questions that give those customers are those callers
choices for instance is a weekday or weekend best for you also pick a date
say which is better tell me what works better for you morning or afternoon when
you give choices to a customer they feel they are in charge and they also feel
you're working for their business and that their time is valuable to you
step3 booking the appointment or pre sailing before the sale this is where
our short video series began once your qualifying questions are answered then
it's time to book your appointment we want to ask for their name address phone
numbers and of course most importantly their email address so that you can send
them a schedule invite for them to respond to you so that it'll be added to
their calendar I personally think this has great value because you can also
send them an appointment reminder I don't know anyone who likes to drive to
a customer's house just to find out that they have forgotten all them when
emailing make it brief no one likes emails that are long you
use too many words and most people won't even read them so get to the point be
brief in this email we're going to attach a short video we call this the
scheduling confirmation email this video is a short video template it's something
that you're going to use over and over again basically it's a commercial for
your company describing what will happen on the estimate and who will need to be
there and how your process works then in the email body your text you're going to
type this out you're going to make sure the customer knows they need to confirm
the appointment you'll also let them know they'll be receiving an appointment
reminder and then in the text or in the body of the email you're going to
include a picture and the contact information of the person that's going to be giving
this presentation customers love to know what to expect and who is coming to
their home and next this is so important have your salesman or the estimator call
or text when he or she is on their way to the appointment you see this makes
the customer feel as if they already know you when you arrive and it also
shows them that you respect their time when on the appointment it's important
to follow the procedure that was mentioned in the video you sent this
builds trust and demonstrates that you do what you say you will are you
emailing an estimate are you sending additional product or warranty
information if so this gives you an opportunity to reinforce your sales
pitch and close your deal hopefully in our previous videos we discussed the
setup to follow up after the sales call estimate is complete do you have a plan
to follow up and ask for the sale if so that's awesome that's great but if not
we have an idea for you think about attaching a thank-you video to the
follow up email people need to see the sincerity in your face and hear it in
your voice Bomb Bomb is a wonderful example of how to
do this
doing this sending this personalized video will help you stand out it'll
really separate you from the competition bottom line is there is nothing as
effective as video emailing so this video it gives you
the chance to recap the benefits of choosing you and why you're better
than the competition so in a nutshell your video email is going to help you
build a relationship it shows your emotion your intention and it sets you
apart from your competition along with this thank you video you need to define
the next steps to getting on your schedule
sometimes simply explaining the process is all it takes for example once we
receive your materials deposit we can book your install and when your final
walkthrough is complete and signed off on
we will then process your final payment
see you then set up the relationship by saying something like this once the job
is complete I will be sending you another email that covers how to
maintain your new product and how our referral program works we want to thank
you for giving us the opportunity to work with you and we look forward to
helping your friends and family with their whatever it is concrete window
roofing siding plumbing needs you're giving them a chance to tell everybody
how much they love you and because we're still building trust in this video email
we type a short note letting the customer know we will be calling them
back to go over any possible questions they may have come up with since our
last visit we include the date and time we will be calling see we're still building
trust and it's very important that you do what you say and call them when you
say you will put it on your calendar set up a reminder
in our final phone call we simply tell a customer I have openings pick your dates
whatever those may be give them an option people love options this will
usually create a sense of urgency and give a deadline when the offer is off
the table you know if you don't have a referral
and retention program in place you really need one
this tells the customer you're not a fly-by-night company and that you're
going to be there for them it says relationship you know we have found that
this relationship building sales process creates great referrals and if you don't
have a program for retention you should you should always be asking for
referrals and rewarding those customers that help generate more business for you
in fact you'll probably always need to throw out the net if you're trying to
grow your business but if you have a good retention program in place you'll
see your advertising costs go down as your client base grows and time passes
we hope you found this video presentation helpful informative and
hopefully you have found some tips that maybe you can implement with your sales
team or maybe if it's just you it can help you close more deals whatever the
case may be we thank you for watching and we always strive to be brief and to
the point clear and concise in all of our videos if you've liked what you've
heard please subscribe to our channel we will be releasing new videos on a
regular basis and the next videos that we will be posting will be regarding
vlogging and blogging and how those can help your business also why Print works
what should you be spending on print and should I use a wix website template or
pay for a custom website what are the pros and cons
and we'll also be discussing CRM's and why we find them so cumbersome to use
why 70 salesmen don't like using them we don't want them to be too time-consuming
too complicated and so we'll go over the different CRM's that are available in
which ones are the most useful to contractors also we'll be talking about
how to improve conversation skills listening skills and building rapport
good customer service thanks again for watching we wish you the very best
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