How to Get More Business Referrals - Seminar Recording
9-10-2008 David Frey and Dan Baumann
This Seminar is for Everyone in the Construction Industry who Wants to Generate More Sales. Join us as David Frey one of the top Business Marketing Coaches available today will show us Referral Marketing Tips that you can implement immediately. 1 hour 55 minutes . . . keep reading
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Marketing Your Services at a Trade Show
Michael Stone
Trade shows can be a great way to meet potential new clients who are looking for your services. Work them right and you'll easily recover your investment and then some with the sales you make. . . . keep reading
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Do You Care if They Call?
Michael Stone
If you are like most businesspeople, the most misused tool in your business is the telephone. My biggest complaint? Not returning phone calls. With all my ranting and raving, I still hear from . . . keep reading
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Company Presentation Book
For customers that need to see something concrete, a quality presentation book is worth its weight in gold. This outline is a good starting point for your book. . . . keep reading
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Setting Budgets for the Most Effective Advertising
4-26-08 Michael Stone and Dan Baumann
Advertising is key to getting your phone to ring - if you don't advertise, they won't know you are able and willing to do their work. But how can you know where to spend your advertising dollars and how much should you spend? 1 Hour 21 Minutes . . . keep reading
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What is a Good Sales-to-Leads Ratio?
Michael Stone
Before we can discuss what a good sales-to-lead ratio is, we first need to define what constitutes a lead. A "lead" is an appointment set. That means you have been contacted, talked with the . . . keep reading
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We Are Getting 3 Bids
Michael Stone
When a customer says to you, "we are getting three bids", consider it an invitation to put on your sales hat and set your company as the standard to which all others are compared. . . . keep reading
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The Three Fears of your Customer
Michael Stone
When a building owner decides they want to build or remodel, their first decision is who to call. Unfortunately the media and a few flaky contractors have convinced the public that contractors are com . . . keep reading
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Your Price is Too High!
Michael Stone
Why do your customers tell you "your price is too high"? Do you think for a minute that they really know one way or the other if your price is too high? Consider this. If your customers did in fac . . . keep reading
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Proxemics and Food
Michael Stone
In a sales situation, proxemics and food can signal a sale or that you are completely wasting your time. . . . keep reading
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My Customer has Unrealistic Price Expectations
Michael Stone
Your potential customer wants a 16' x 24' room addition with a 1/2 bath. During the conversation they state they expect a price under $25,000. You know the actual sales price will be about $50 - $55,000. Now what? . . . keep reading
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Missing A Sale
Michael Stone
Sometimes you miss a sale. Actually, frequently you miss a sale. On average, about two out of three calls you go on will not sell. We are not negative here, this is the ratio that all good sales . . . keep reading
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Get Paid for your Knowledge and Expertise
Michael Stone
I recently read an editorial written by Marc Dodson, the Editor and Publisher of Western Roofing magazine. In the September/October 2003 issue, Marc talks about doing an inspection and in some ca . . . keep reading
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Ask the Four Questions to Make the Sale
Michael Stone
In sales, you need to stay focused on questions to help your customers make decisions. This is a tough lesson to learn because until you really understand the difference between good selling technique . . . keep reading
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An "Objections" Book
Michael Stone
An "objections" book is a history of your sales calls. It includes everything you said and did, right or wrong. . . . keep reading
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