RemodelCrazy Sales Discussion, Session 1

[ChrWright]

When: Wednesday, June 1st at 4PM EST

Where: Link to follow - Online Live Webinar

Cost: Free to RC Members. A link to register and access the webinar will be posted to the Thunderdome (members only) area.

If you are not yet a member, you can Register Here (http://www.remodelcrazy.com/forum/register.php).

Speakers:

Christopher Wright, CR (http://www.wrightworks.net/2011/founder-and-president-christopher-wright/) - WrightWorks LLC &
Darren Salyer (http://www.absolutebasements.com/index.php) - Absolute Basement Finishing LLC

http://www.wrightworks.net/images/SalesWebinar.jpg

Since it is our first sales session, we'll discuss an overview of several different approaches to the lead conversion and sales process--along with some ideas on how to improve your proposal, presentation, and position.

Properly positioning yourself in the beginning of the sales process can go a long way toward keeping the client-contractor relationship in balance. It is a crucial skill if you want long term success and sanity in the remodeling/home improvement industry.

We will plan for 45 minutes of content, followed by a question and answer session.

New members and lurkers to the forum are welcome to attend. :2thumbsup:
=========
UPDATE:
Here is Session 1 recording. Try to get it in before Session 2, Wed. Jun 8.

RemodelCrazy Sales Webinar, Session 1 (https://www.fuzemeeting.com/replay_meeting/0f067911/1499285)

=========

[ChrWright]

Bump........

[Eieio]

We will have the registration set up tomorrow..

[RCP]

The webinar link in bottom toolbar just takes you to sign up page for RC. Are you doing any other kind of registration?

[ChrWright]

We're working on it. Give me a few hours.

[Eieio]

We are still working on this and should have it resolved in a few..

[Absolute Basements]

I'm having flashbacks to another webinar....:surrender:

[Eieio]

Apparently there is no registration process for the webinar software version we have, so we are trying to create a work around to make it an easier process.

[nEighter]

you better bump this again or I will forget :)

[SLS-Construction]

Bump just for nEighter...
Sorry guys I will be on the road (or wishing I was at that time at least)

[Len]

If you are out and about but have some down time...

You can watch it on most smart phones, download the Fuze Meeting App.

Or call in and listen.

[ChrWright]

Link to webinar posted: http://www.remodelcrazy.com/forum/showthread.php?p=146945

[Eieio]

ok girls start to log in.. If your using headsets you need to install a plugin.. If not you can use skype or the dial in number..

[orson]

It looks like there are a few versions of the book Darren Slaughter mentioned, the more recent being:

Influence: The Psychology of Persuasion, by Robert B. Cialdini

And an older version from 1984:

Influence: how and why people agree to things, by Robert B. Cialdini

[Tommy]

It looks like there are a few versions of the book Darren Slaughter mentioned, the more recent being:

Influence: The Psychology of Persuasion, by Robert B. Cialdini

And an older version from 1984:

Influence: how and why people agree to things, by Robert B. Cialdini

Here's a link to buy it from the RC store (http://astore.amazon.com/remodelcrazy-20/detail/006124189X)

[Blue]

Kudos to CDub and Darren for donating their time to make this happen. I was in an out of it due to phone/kids but caught alot of it. Solid info, great advice, great job.:2thumbsup:

[kevjob]

Had to listen on phone as i was travelling, but very informative for me as sales is my weakness but getting better. Will we do another one, I have 3-4 hours or questions myself to ask...:laugh3:

[DavidC]

Will the recording be available to the non-attendees?

Good Luck
Dave

[Eieio]

Will the recording be available to the non-attendees?

Good Luck
Dave


Only 29.99 for you my friend

[orson]

I would love to hear you guys do some role-playing of sales calls.

I'm sure it might be a tad uncomfortable but then again it might launch your acting careers.

I'm interested in hearing Darren deliver the "sizzle" and maybe some scenarios of red flag clients, how to overcome some common objections, etc.

[Blue]

Only 29.99 for you my friend

always hustlin'. its in his blood.

[kevjob]

I would love to hear you guys do some role-playing of sales calls.

I'm sure it might be a tad uncomfortable but then again it might launch your acting careers.

I'm interested in hearing Darren deliver the "sizzle" and maybe some scenarios of red flag clients, how to overcome some common objections, etc.

I would love to participate in that, I would like input of my lack of sizzle presentation...

[OGStilts]

Great jobs guys!

If I could only make one suggestion is that I was looking forward to seeing more of the actual tools you guys use when making the sale. Much of the stuff we have talked about here in the past but I was really looking forward to seeing what you do and how you use.

For example, Darren's sign contract that he has told us about or the nice presentation folders that he has put together. I totally get not sharing too much because some of that is proprietary information and you don't want everyone stealing your idea but maybe a dumbed down version of what you do so we can pick up on the things that may work for us and make them our own. I think when Tim did that with the project idea book it was a huge crowd pleaser.

I noticed some people were asking about your 15 page contracts. I understand not wanting to share the entire contract but maybe you could do a bullet point slide explaining what you cover in the contract so the guys understand why a larger contract doesn't have to be an intimidating thing.

Darren has shown us his presentation folders before and a few snapshots of what goes into them but I'd love to hear him expand on the contents a bit more.

Just a few thoughts I had. Not trying to take away from the effort or the job you did. Like I said great job. FWIW

[DarrenSlaughter]

Great stuff Darren and Chris....

I was going to post a link to Amazon for the book I mentioned, but if there is a spot on the site to get it then go for it. There are 6 weapons of influence:

Authority
Liking
Scarcity
Commitment & Consistency
Social Proof
Reciprocity

Most won't work in construction selling, but if you can just hone in on 1 or 2, you can increase your closing ratio. You CAN however, use all of them in your marketing.

Again, good stuff guys, looking forward to the next one!

-Darren Slaughter

[kornerking]

Sorry, I posted this on the wrong thread.

To all who didn't attend. Those guy's are sharper than their pictures portray.

Good job guy's.
__________________

[Trim40]

I would love to participate in that, I would like input of my lack of sizzle presentation...
Kevin, you should be the client.

[Trim40]

Bummed I missed it.

[nEighter]

Yeah I was bummed I missed it too. You guys replaying it or having it available? or is iit one of those deals where you wont re-air it?

[kevjob]

Yeah I was bummed I missed it too. You guys replaying it or having it available? or is iit one of those deals where you wont re-air it?

29.99 come Tato Rory already told you how much :)

[nEighter]

that better be the fire! Only way you are getting over $20 from me!

Sorry I missed it, would have loved to be there to support ole' Daren :D

[OGStilts]

that better be the fire! Only way you are getting over $20 from me!

Sorry I missed it, would have loved to be there to support ole' Daren :D

Darren doesn't need any more support. The Paul has been working on a bronze statue of him for months now for the grand opening of the RC HOF :grin:

[nEighter]

Here you go. I watched the webinar last night, chris and Daren (schnuck-ums) are awesome :2thumbsup: It was weird how you guys were talking about fitting you to a customer.. or the customer must fit your company. I am of the same thinking, that is what I have been doing and was asked by PurdyPro.com to answer this question:

What are the most common reasons you turn down a job?

My response was this:

When it comes time to decide if I want my company to take on the liability for a project, I must consider a lot of different things. Is this project within our core competency? Do we have the right equipment for the job? Are employees well versed in the project, or will I have to specially train them on the aspects of the project? And if so, will the project get completed at the same level of quality our company is known for?

These are all extremely important questions that must be answered. They are important, but they are not the most important. The most important qualifier for my company is compatibility with a customer. Sounds odd does it not?

Not really. All you have to do is look back and study past projects that went extremely well. Customer was happy, left a great review online for you, and gave your number to their friends. What did you do to make that customer so happy? You did what you always do. The difference was the open communication and understanding of who your company is, and the scope of work you will perform. The possibility that other work may be needed once you get hands on was also noted and agreed upon. As a good friend of mine, Dan Tambasco of “Just Plain Painting” in Boston, MA says “you have to pick the job that you will likely have the highest rate of success with” and I cannot agree more.

I turned down a job recently and had a customer go postal on me. She asked why I thought I was too good for her job. She then proceeded to ask how old I was! That made me laugh out loud over the phone, which enraged her more. She just couldn’t understand why I would pass up HER work! She took it personally. I found out she had estimates from 6 different companies and wanted mine to throw into the stack. I knew she was going strictly for a certain price, a price she had in her head that no one else knew. I also knew she would search until she found that company hungry enough to subject themselves to the abuse she would likely hand out.

If working for her was anything like our short 5 minute call they would need to perform at 300% to make her happy. It was not a good situation to subject my company and reputation to. Some people think that because you have an OPEN sign in the front window that you must do their every bidding, and at a price THEY want to pay, which is usually not what your company needs to stay running. I passed this job up and was 100% happy I did.

Good luck to you out in the field. Make decisions based on a good compatibility and understanding with the customer and your business will succeed.

Nathan Deneault
Atlas Coatings & Construction
http://atlascoatingsandconstruction.com
(913) 980-3823
Of course they had to edit it abit.. but whatever. You can see it.. it is now live:

http://www.voiceofthepros.com/

btw thanks Schmitty for helping with the core competency part.. made me sound real smart! :D

[KennMacMoragh]

Is there some better chat software that tells you who is doing the talking? Most programs like that will show the person's name light up who ever talks, like Ventrillo or Teamspeak. I didn't know who was doing the talking until Chris started talking about martial arts, then I knew it was him.

The lecture was good, it was general, meaning kind of broad, but good. Maybe next time focus on something specific like the step by step process of meeting with your client, or focus on how you present your price? As in through emails, write it up while you're there, tell them you will call them back, meet with them again or whatever.

Another topic I'd like to see is how to negotiate budget? I've heard so many mixed opinions, as in; ask them what their budget is? or no don't ask them what their budget is?? I'd like to hear the different ways people approach that.

[Absolute Basements]

Great idea about focusing on a topic. We were intentionally broad as this was the first one.
I think we need a poll or something to work out future topics.
Funny you mention the martial arts thing because I thought about mimicing my background to Chris'. Down to the Big50 and a love for sweaty men....

[nEighter]

/\ ew!!

Can't wait to see the next one :)

[ChrWright]

Info on our next session:

http://www.remodelcrazy.com/forum/showthread.php?p=147491

[Len]

Here is Session 1 recording. Try to get it in before Session 2, Wed. Jun 8.

RemodelCrazy Sales Webinar, Session 1 (https://www.fuzemeeting.com/replay_meeting/0f067911/1499285)

[Absolute Basements]

Bump...I'll see you here tomorrow Potato.

[fez-head]

Bump...I'll see you here tomorrow Potato.

C-Dub says it's Wednesday, June 8st at 4PM EST http://www.remodelcrazy.com/forum/showthread.php?p=147491


Are you trying to screw with the Potato?

[Eieio]

C-Dub says it's Wednesday, June 8st at 4PM EST http://www.remodelcrazy.com/forum/showthread.php?p=147491


Are you trying to screw with the Potato?

Tomorrow is June the 8?

[fez-head]

Tomorrow is June the 8?

Tomorrow is also Wednesday.

[Eieio]

Tomorrow is also Wednesday.

Just saw Darren's earlier comment, carry on..

[kornerking]

Today is the tomorrow we referred to yesterday. Correct?

[fez-head]

This was the very best webinar I have heard on RC so far. Good good stuff. I'm going to have my very first sales meeting with Matt and the service techs next week and we are going to sit still and listen to this. They wont listen to it on their own so I have to lock them in a room with pizza and pay them. it should be an excellent return on investment though.

[kornerking]

Any date or time set yet for next webinair?

[ChrWright]

I'll try and get the link up later, but we'll be doing Wednesday again: June 15th--but 1 hour later at 5PM EDT.