Sales
Sales
Business
About Face
Why one home improvement leader switched his company’s approach from traditional media to face-to-face marketing
Remodeling Mastery
10 Ways To Counsel Your Clients
Mark Richardson says remodelers need to be more than just remodelers to their clients
Business
3 Areas Successful Remodelers Focus On
Industry advisor Mark Richardson shares what separates the losing from the winning in today’s market
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Sales: Practice How You Play
Practice makes perfect, but it has to be the right kind of practice, says home improvement sales trainer Rodney Webb
Sales: Consultative Seller or Scientist?
The concept of "consultative selling" is often misunderstood by salespeople. Sandler sales trainer Chip Doyle thinks it's less about giving advice…
El Nino Promises Too Much Work, Not Enough Time for Roofers
The phones are ringing again at California’s 6,000 or so roofing companies, as weather systems launched by El Nino are set to drench the Golden State
Will That Be Cash, Check, or Credit?
Many home improvement contractors don’t like dealing with credit cards. But the reality is: those contractors are bucking a major trend in the way people pay
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Visitors to Your Web Site vs. Visitors from Within Your Marketing Territory
One of the most common statistics that I see home improvement companies rely on is visitors to their Web site. The thought is “Visits are up! Our Web site must be doing great!”
Price Conditioning: Selling Your Remodeling Services to Inexperienced Prospects
A remodeling project is something many homeowners have no experience buying , so it is much harder to sell than a product or service they have…
The Advantage of Having a Steady Flow of Money-Making Work
Find out what type of job makes the most money and focus on creating a steady flow of those kind of jobs, even if they aren't as glamorous as you'd like. The cash flow will provide a buffer for less profitable "glamor" jobs.
Buyers Spend More for Homes with Green Features
Homebuyers are willing to pay more for energy-efficient homes, according to a study of 64 homes in the Washington, D.C. metro area. The "paired…
Bragging Rights: Is Close Rate a Meaningful Metric?
When it comes to sales success, company owners and salespeople often define it in different ways, making "close rate" a slippery metric
Remodeling Companies That Use Their Showroom as a Sales Tool
We talked with remodelers about what it takes to build, maintain, and operate a showroom, and how it fits into the way they do business