Podcast 104: How To Set Up A Sales Process with Dave Sullivan

If you want to sell more jobs, for more profit, in less time, you’ll want to listen to Part 4 of our series: “Have Your Best Year Ever.” Learn how to set up a sales process that can be followed with every lead to increase your close rates with the type of customers you want for your business.

What you’ll hear in this episode:

  • A recap of our first three parts of “Have Your Best Year Ever:”
    • Part 1: How to design a website that converts visitors into leads that convert into sales, with Darren Slaughter (Epi. 101))
    • Part 2: Keeping leads organized with a CRM system, with Adam Sand (Epi. 102)
    • Part 3: How to get more leads, with Marc Levesque (Epi. 103)
  • Steps to developing a consistent and repeatable checklist in converting leads into sales:
    • The initial call
      • Get back to the ASAP
      • This is your only chance to make a great first impression
    • Lead warming
      • Warm up the lead and prepare the customer
      • Stand out from the competition
    • The visit
      • Leave a great first impression with your first visit
      • Use a scripted checklist
      • Ask the right questions
    • The presentation
      • Refer to Episode 22 with Tom Reber on How to Sell
      • Refer to Episode 75 with John DeRosa on How to Escape the Price-Driven Sale
    • Lead nurturing
      • This is where contractors drop the ball
      • Give the customer a reason to call you back
      • Use a newsletter, but include helpful information
      • Texting will likely get a response
      • How to handle the “break up” email
    • Close the job
      • Do a recap and know your numbers
      • Track your close rate on jobs to evaluate your pricing
    • After the job, ask for referrals focus on turning the customer into a lifelong customer
    • A good CRM system will help you keep track of customers

Resources:

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