Are Contractor Sales Going Up?
With the economy moving somewhat forward I can see light at the end of the tunnel. Now, I work in the Florida market and we have had a good summer.
Yes, we have had to make some changes on the way we market to our clients but we were able to adjust and the sales started to roll back in. Thank you lord!
Our biggest change came after we started to work our existing client base. I can’t believe it took 20 years for the owner to come around but just like most owners they get into this rut and they believe what has worked for the past 20 years will continue to work.
BIG MISTAKE because who has ever seen a market and economy like this before? Not me in 25 years!
But when the phones stop ringing and when your use to 50-75 leads a day well HELLO now what do we do. Plus you don’t have long to make things happen. The overhead just keeps on trucking!
So we worked a existing client base and narrowed it down to 2 -3 years and this gave us 16,000 clients to work with. So we did a mailer with some special deals and this got the phone ringing again.
From there we expanded back to 5-6 years and had our list up dated and we ended up with about 32,000 on our list.So away we went with a series of marketing tools and put this on auto pilot and to this day this is our major part of our business.
We do close 62% of all our sales and we also have a strong back end follow up system that works like gang busters.
Of course we had to make major cut backs to our overhead and get it into line with our current sales projections. It’s amazing how much you waste and what you can do without when you need to.
The best part of it is that we really have not missed anything that we could not live without.
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Happy Selling!
Glen Kohlenberg
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