Greetings Floor Dealers! This week’s topic is, “It’s time to get mean.” So what do I mean by that? Well, there’s a lot to be discouraged about lately. The economy is in the toilet, dealers are getting slaughtered, and our news media pumps the raw sewage of negativity into our society 7 days a week, [...]
Greetings Floor Dealers! In the last post I gave some stats about email marketing. Here they are again for your review: Only 13% of emails are opened Those with 35 or fewer characters in the subject line were opened 19% of the time Click through rates (This is when you have a link in your [...]
Greetings Floor Dealers! Email can be a powerful way to market your business, but most email marketing is done badly. Here are some stats about email from a few years ago. They are a little dated, but they are instructive, and I have no reason to believe the numbers have changed much. Only 13% of [...]
Greetings Floor Dealers! When a prospect voices an objection, most flooring sales people go into paroxysms of fear, frustration, anger, etc. This is because they see an objection as a “no.” This couldn’t be further from the truth in most cases. When someone gives you an objection, what they are really telling you is that [...]
Greetings Floor Dealers! Having someone that’s “almost persuaded” to buy can be worse than having someone say no. Your job as a sales professional is to get to a “yes” or “no” answer as quickly as possible. When you allow someone to give you something other than a definitive yes-or-no answer (i.e. “I’m not sure” [...]
Greetings Floor Dealers! If you have company-owned trucks, you have a lot of marketing real estate at your disposal. Most floor dealers who do anything with this space waste it on “traditional” name, rank and serial number advertising. Flooring Success Systems members, Garry and Cindy Combs from Belvidere In., have not made this mistake. Check [...]
Greetings Floor Dealers! In the last post we discussed why in today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio. Here’s an excerpt from the last post: By closing more sales you automatically increase your profits but with ZERO marketing costs. Let’s do the math: Average [...]
Greetings Floor Dealers! In today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio. In today’s market a lot of dealers are getting fewer “at bats” and/or striking out more often. By using the marketing I teach in my systems (especially the past client marketing, referral generating [...]
Greetings Floor Dealers! “The crowd is always wrong.” –Earl Nightingale “If you can’t find a good role model to emulate, look at what everyone else is doing and do something different.” -Earl Nightingale Good old Earl. I have built a number of businesses while keeping the above quotes in mind, and doing so has helped [...]
Greetings Floor Dealers! On a recent coaching call with my Flooring Success Systems members, I interviewed guest expert Travis Lee, President of 3D Mail Results. 3D mail (or lumpy mail) means using inserts in your letters to make them 3-Dimensional or lumpy, as opposed to sending them out as “flat” mailers. 3D Mail Results specializes [...]
