Many dealers are running on a hamster wheel faster and faster, trying to build their businesses. One month you have plenty of customers coming in and enough money to cover costs—some months you have more work than you can handle. But then a month or two later your work slows down. You're stressed about where [...]
In Part 1 of this series, I discussed how you can increase your closed sales ratio simply by maximizing your repeat and referred customers. In this installment, I’m going to explain why having a selling system will also help you increase your closed sales. “We now have a 70% close rate,” Rob, a dealer from [...]
"We’ve been advertising with Angie’s List and Home Advisor, and running Google Adwords." That's what a dealer from Colorado told me during a consultation. We were meeting because he wanted to discuss additional ways to market his business. “What’s your monthly ad spend for all of those?” I asked. “About $6,000.” “If ten people walk into [...]
In Part 1 I explained how Russ Bundy, a dealer from Utah, quickly skyrocketed his net profits by implementing a sales closer system. Part 2 covered details of the in-store portion of the process. In this final installment, I’m going to cover the in-home measure. For most dealers, this is a gigantic missed opportunity to [...]
In Part 1, I explained how Russ Bundy, a flooring dealer from Utah, quickly skyrocketed his net profits by implementing a Sales Closer System. In this installment, I’ll cover the specific details of this kind of sales process. But first, a disturbing message that I hope will alert you to the importance of adopting new [...]
In this 3-part case study, you’re going to learn how a flooring dealer transformed the effectiveness of his sales team and quickly tripled his net profits. Part 1 will focus on the dealer case study itself, and Part 2 and Part 3 will delve into specifics on how you can quickly implement this kind of [...]
“We need a systematic plan for attacking our marketing,” Matt M., a floor covering dealer from Arizona, told me. Steve N., a dealer from California, added, “Foot traffic is bad. We just want at least seven customers a day. We get two to three customers and it becomes difficult to stay motivated.” Both of these challenges [...]
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! "My customers don't want to go through my sales closer system because they seem like they're in a hurry," said Liz, a floor dealer from Utah. I was conducting a training webinar for dealers on how to use a sales closer system that's been proven highly effective many dealers. Those new to [...]
Greetings Floor Dealers! In the previous post we covered the importance of having a Sales Closer System, and the four critical jobs this kind of system will do for you. In summary, a good Sales Closer System will: Give you total control of the sales process. Quickly weed out price-shoppers. Create total differentiation from your [...]