December 6, 2007

Stop Buying Into the Media's Message Of Doom And Gloom

Contrary to what you might have been reading or watching on television lately, we are not in a recession. Now I know that you probably feel like your business is in a recession … but let’s take a look at what’s really going on.

The housing market has faltered but it is still considerably larger than it was a decade ago. Employment is at an all-time high. So what’s the problem?

The media purveys doom and gloom – and worse yet, some of your prospects may have bought into it. Even while most homeowners continue to live the good life, you and your salespeople could be encountering an attitude that is totally unsupported by the facts … this has a direct effect on your company’s sales volume and more importantly your bottom line.

Are Your Leads Off?

It’s true that leads are down this year. So examine the two concepts of marketing: “taking leads” and “making leads”.

Most home improvement contractors engage in “take leads”. The constantly rely on getting more or better leads then their competitors. The often overlook the other option, which is “make leads”.

In “making leads” marketing, canvassing turns into creating instead of looking. You need to be consistently communicating with your past customers and using canvassing techniques where your crews are already working. Salespeople are taught to take nebulous leads and process them into sound prospects and reliable sales volume.

Think about what your prospects desire – energy conservation, low maintenance, upgrades, more space – and use these messages in your marketing and sales messages.

Our economy will continue to support aggressive and creative marketing and sales techniques. When you get negativity from prospect that rely on the media, use facts and supportive selling techniques to counter it. Teach and train for a positive attitude, and have your salespeople carry that message all the way into the prospect’s home.

Where’s Your Business?

A very recent survey indicates that a majority of home improvement businesses are either slightly off or dead even with last year’s volume and profit. It is up to you, the owner, to decide which camp you are in. If your volume is off then you need to get serious and market your company. Marketing doesn’t have to be expensive.

If you are interested in a easy to implement system which guarantees that you will move your business forward and turn your business into a mega-profit producing machine then you need to get your hands on my Contractor's Secret Weapon Marketing System at http://www.ContractorSecretWeapon.com/Secret. You can't afford to not market your home improvement business! For more information or if you have questions you can contact Brian Deacon, The Contractor's Secret Weapon at bdeacon@ContractorSecretWeapon.com

Now go sell something …

Brian Deacon, The Contractor's Secret Weapon
8870 N. Himes Ave, #137
Tampa, FL 33614
(Right around the corner of Albertson's Grocery Store)
Phone: 813-341-1181
Fax: 813-341-1182

Filed under Contractor Marketing by Brian Deacon