During my webinars and seminars, I often ask attendees to think back to the last ten residential remodel sales they made that were over $20,000. I then ask this question: How many of them came from repeat/referral customers vs. advertising? For virtually everyone in the group, the answer is that 80% to 100% of their [...]
In this installment I continue with strategies that build on the multipliers discussed in part 1. House Party Any customer whose sale totaled $5,000 or more (you pick the figure) get a catered house party hosted by you! The lady of the house invites her friends over for an evening of wine and hors d'oeuvres, [...]
Greetings Floor Dealers! Welcome to Part Five of my Summer Series all about commanding higher retail margins! Today we are going to cover the second 40-50% margin strategy. Have A Referral Marketing System In Place To Create A Predictable, Continuous Stream Of Referred Customers The first step in any referral marketing strategy is making sure [...]
Referrals are critical for your prosperity in business for many, many reasons. Here are just a few: Zero marketing costs. They are less price-resistant than cold prospects. They tend to have higher than average sales tickets than cold prospects. You are entering the relationship on 'borrowed trust.' In other words, somebody the client trusted referred [...]