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I Like the "Know your numbers"

I always like to 'keep it simple'.

I live by these 8 rules taught to me by a very successful Direct marketer:

1.Be on time...............................makes sense right?
2.Be prepared.............................or lose time, money and confidence
3.Have a great attitude................A winning attitude makes the worries melt away and allows you to focus on whats important. Also it reflects what you want to receive.
(with out the first three the rest are totally screwed)
4.Work correctly........................every task has a set way to be done or a system that maximizes productivity and creates results.
5 Work a full day.......................Time is either your best friend or your worst enemy. Take advantage of the time you have each day, and then you can have free time as well. Separate the two.
6.Show your service any chance you have...............because I will be and you don't want to fall behind. Remember you are a competitor and the champions are out there getting it, and so should you.
7.Hit the next sales call/ door on a sale...................You are most enthusiastic about your service immediately after a sale. Always call another client immediately after a sale and use your enthusiasm and current positive attitude to try and land some more. Only take a break after a no-sale.
8.Rehash Rehash Rehash.....This means sell more on a sale...'well, while we are here maybe we can do this also. Or 'Now that we have a date for your cleaning what about that other thing you mentioned.

Here is an example. I took a winter job this year (Got real cold earlier than usual in MD) and every day I follow these steps. Due to that I have sold and already scheduled a plethora of jobs from other people I meet at work, by showing my service to them, while being pleasant and fun to work with. Any day I don't make a sale, I can always trace it to a step I missed.

Good luck!!

EARLY IS ON-TIME
ON-TIME IS LATE
LATE IS UNEXCEPTABLE

THE 6 P'S
PROPER PREPERATION PREVENTS PISS POOR PERFORMANCE

     Great stuff guys! Bill, #3 cannot be reiterated enough. A positive, excited attitude does wonders for your business, and your BOTTOM LINE!

     I wanna go over some numbers, may do it here or start a different thread on Roof cleaning business accounting tips! Anyway, another business tip that can never be said enough is:

A.B.C. - Always Be Closing!

Do not wait for the customer to call you back after the estimate. HAND them the estimate and ASK them to sign it on the spot. Once you walk out the door, your chances of closing the deal dwindle.

Know your numbers is great. You must also know your business inside out and get your phone ringing.

That's why research is so important. Need to know WHY this is a service worth paying for. Without being able to show the homeowner the value your chances of closing a deal is not nearly as good.

This is a great point, Im crossing over from the sign and awning industry and believe me with the stiff competition in the signage industry, It is the most informed, the most aggressive, creative, helpful and honest sales people that succede. Not to try and intimidate anyone with that statement, its just we dont want to forget to give sales our best effort. All the equipment in the world does not make us money, Happy customers make us money. Good customer relations before and after the sale (project) Is what good selling is all about. In my industry deposits are a common practice, mainly because of the custom nature of signage. We generally get deposits even on our awning cleaning. What is the general concensus in the roof cleaning industry. We are bidding a few large commercial roofs and would like to know how others handle billing. Terry

I will admit closing the deal is important. I also have been selling roofs for several yrs. I believe the hardest part to becoming a good sells man is getting out of the truck. It took me a long time to just open the truck door at first. Then finding a way to talk to let the homeowner no your knowledge. I have dealt with several hundreds of people. all sales are different. you need to be confident and don't take rejection personal. I have gone back to several customers every yr and finally closed the deal. be persistant but not overbearing. Let the costomer sit on it for a while, then give them a courtesy call. develope a pitch and stick to the pitch, If you don't no the answer to a question the home owner asks don't try to bs him just say I don't the answer to that sir or mam and I will find out and get back to you. then do it. remember do what you say your going to do. If your going to be late ( which I hate) always give the home owner a call and let them no. thats just what I think anyways Don't get me wrong always try to close the deal on the spot. I am just saying some customers are a hard sale

-- Edited by big bob on Sunday 25th of April 2010 11:33:06 PM

Understanding the importance of WOM. Basically you already have the job.