Leads not panning out? Could be your sales process. Turning things around begins with the recognition that there are three types of prospects. The first -- high sense of urgency -- wants to buy now. More
If you are demonstrating and executing contracts in the consumer's home, you have to make sure you do a number of things required by the Federal Trade Commission: More
The customer signed the contract and was approved for financing. But well after draw-down, he canceled because he'd found a better price elsewhere. Roeland Enterprises took him to court. The case dragged on for three years, but the Rockaway, N.J., replacement contractor finally won a judgment for $30,000. More
Contracts come in many shapes and formats, but there are a few essentials you should consider including. These can go a long way to stopping a problem before it starts and preventing a small problem from becoming a big nightmare. More
Every signed contract carries with it the peril of cancellation. But you can cut down on cancellations by requiring deposits on scheduled work. In some states, laws regulate the amount you can ask for, so minimum deposits vary. The transaction signals a customer's seriousness, according to replacement contractors. More
The client's on the phone, saying he has lost his job, filed for divorce, or been diagnosed with a terminal illness. Like many remodelers, Kacey Fitzpatrick, owner of Avalon Enterprises in Mountain View, Calif., says she is seeing "more people back off on projects." Just like at Avalon Enterprises, the Neil Kelly Co., Portland, Ore., charges a client who cancels before signing a contract for expenses (including sales expenses) and deducts them from the design retainer the company collects up front. More