friend of mine is a sales and leadership coach who has worked
extensively with corporations and individuals in the construction
and remodeling industry. He recently sent me the following
excerpt from one of his articles that explains exactly where
most contractors fail in their sales and marketing plans andmore
importantlyhow a Homeowner Referral Network (HRN) owner
can fill this niche:
wife and I were about to undertake our last remodeling project.
Being a consummate consumer, I wanted several qualified companies
to bid on our next project. After calling ten contractors,
I scheduled an appointment with the five that called back.
our meetings, one gave me a price on the spot and two never
responded with an estimate. Two contractors mailed an estimate,
and one of them followed up a week later.
who got the job. Just by making a five-minute phone call!
What fascinated me most was that only one contractor called
back to discuss his proposal and ask for my business.
can these salespeople afford not to follow up? Conducting
my own research, each one said they needed more business,
yet didn't know the status of the majority of proposals they
sent. I sensed that following up regarding their proposal
was not their typical M.O. Instead, here's what they said.
I thought you were using someone else.
I didn't think you were ready to buy.
I thought you felt the price was too high.
I didn't want to bother or pressure you.
realized something that only a select few have. While prospects
need his remodeling knowledge and skills, they also need his
help in making their purchasing decision.
contractors like Bill, who don't have the time to follow
up with their customers, an HRN is the ideal solution.
you're still interested in launching a referral business in
your area and have additional questions to discuss, please
let me know and I'll be happy to contact you.
I wanted to personally congratulate you and recognize
your outstanding business opportunity as being recognized
as one of the International Association of Mothers
Working at Home 2006 Opportunity of the Year, award
President, International Association
of Mothers Working at Home
me just say that you have given me GREAT advice
and I really appreciate it.
was thinking of you last night and you're like the
Wizard of Oz. All I have to do is ask you a question
and you give me the answer. It's great!!