3 minute read
Almost every contractor I work with, and those I’ve worked with in the past, all want more work, More Jobs, More Projects. Marketers working on a commission always want more referrals coming in – and jobs getting closed.
Regardless of the strategy used, the process must be effective and repeatable. Your marketers must be able to duplicate those sales steps – repeatedly. It also needs to be in writing. Some of our clients use checklists, some display the process and steps on posters in the office. At a minimum, salespeople should role-play and repeatedly practice those steps, so they are natural and comfortable out in the marketplace.
Effective selling requires a precise methodology. Below are some simple, easy-to-follow steps of the selling process. Remember – selling isn’t a single action, but rather a series of steps and actions leading from one to the next – to a satisfactory conclusion. Here’s your list:
- Continually find and engage prospects
- Add those prospects to your CRM
- Use your CRM to track and follow up
- Use social media (LIn, FB, Twitter, Blog)
- Make Phone Calls to set appointments
- Use Power Questions
- ASK for referrals and jobs
- Thank them when jobs come in
- Track your numbers
- Know your metrics (# leads, # jobs, % closing, $$ amount)
- Watch Sales Training Videos
- Read, Learn, Study, Practice
As an active blogger who tracks website analytics closely, I know most people won’t read more than a page or two. For that reason, I’m only listing 12 key points. There are dozens of smaller steps that should be included to refine and perfect your selling process.
I’m always happy to chat. 419-202-6745
By Dick Wagner, Co-Founder The CREST Network, LLC
Nationally recognized coach, consultant, trainer, and speaker
Creator of the renowned PREP™ pre-disaster program
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