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home improvement sales and trust

Home Improvement Sales and the Trust Component

Successful home improvement sales organizations are populated with trustworthy people, especially those who demonstrate and sell the product.​ ​​You've probably heard the old adage many times, "People buy things from people that they like and trust.  The "and" is there for a reason; it takes both sides of the equation.  One without the other doesn't work. ​While the whole "like" thing can't be taught, a home improvement sales team can learn to be more trustworthy by gaining an…
home improvement sales tips

3 Home Improvement Sales Tips to Insure a Customer Focus

Last time we talked about how successful home improvement sales organizations exhibit certain characteristics.  Today we want to spend some time hunkered down in the most, from the standpoint of long term success, important home improvement sales tip of all.  The home improvement companies that stand the test of time and prosper demand and cultivate a customer focus.​What does that look like?​ ​​Home Improvement Sales Tip #1: Customer Focus Begins with Understanding Who Your Customer…
Sold Buyer Seller Salesperson Customer Handshake

Home Improvement Sales

We've spent a good deal of our time talking about generating leads and general marketing for your home improvement company, but if you remember the home improvement businesses owners "Circle of Life," that we discussed a while back you may remember that home improvement lead generation is but one of the three things you need to be focused on each and every day.​ ​We're going to spend some quality time over the next few visits talking about the second part of the circle, home improvement sales.…
home improvement leads online

The 4 Reasons You Should Never Buy Home Improvement Leads Online

I can think of a number of reasons that an owner would or should buy home improvement leads online.  But there are four main reasons you should NEVER buy home improvement leads online.​Testing Home Improvement Leads Online​​​Never ever buy a home improvement lead online unless you have the time, and money, to make a few mistakes. The number of companies that sell this type of lead has skyrocketed due the successes of the pioneers that first started generating and selling home improvement…
marketing to existing home improvement customers

Marketing to Existing Home Improvement Customers

As we complete our review of the 5 stages of the home improvement buyers journey, we end with what could be called the "Holy Grail" of this, and most other, types of business.  You've done exactly what you told the customer you would, the product or service provided is performing as promised and you get additional opportunities to market to existing home improvement customers, either for additional products or opportunities with friends or other family members. ​ ​The Benefits of Marketing…
marketing your home improvement business by telling stories

Maximizing Your Success in Marketing Your Home Improvement Business

At this point in the home improvement marketing buyers journey, the Decision Phase, maximizing your success when it comes to marketing your home improvement business is about one thing: closing the sale.​By the time you get here, the potential customer has used all previous information gleaned in their research to narrow it down to a specific number of home improvement dealers.  We've dealt with how you got here in several previous posts.  Today we want to talk about how to finish. Obviously,…
repair-tools

Generate More Home Improvement Leads

Need to generate more home improvement leads?  This part of the home improvement buyers journey, the Alternatives Stage, is where the proverbial rubber meets the road.  This stage is actually defined by the end of one part (finishing research on the product/service desired) and the beginning of the next (the choice of potential home improvement dealers to potentially do the work).If you put yourself in a position to be involved, and maybe even guide, your potential customers research,…
home improvement leads quality

Being Involved in a Home Improvement Customers Research

Being involved in a potential home improvement customers education should be your ultimate goal regarding step two of the home improvement buyers journey; educational research.  Play your cards right here, and you can turn a cold lead into a warm one with very little direct effort.​In one of the greatest book on developing a sales driven business that I've ever read, called The Ultimate Sales Machine by Chet Holmes, Holmes starts with the premise that for any given product or service,…
home improvement leads

How To Generate Home Improvement Leads Quicker

You want home improvement leads...and the quicker the better, right?  Today we're going to talk about how to do that by taking a look at the first step in the home improvement buyers journey that we talked about the last time we got together: Issue Awareness. ​The Best Source for Home Improvement Leads is Someone Knowing They Have Issues... Isn't this where virtually ever sale begins?  The homeowner identifies that there are issues around the home that need fixing, updating or upgrading. …
business_marketing

The 5 Stages of a Home Improvement Buyers Journey [Infographic]

In your ongoing research into marketing your home improvement company more effectively, you've undoubtedly run into terms and concepts that can be, at best, confusing.  Two of the most used terms in the entire marketing space today are buyers persona and buyers journey.​Buyer persona​, as defined by the folks at BuyerPersona.com, is "an example of the real person who buys, or might buy, products like the ones you market, based on what you’ve learned from direct interviews with real buyers." …