Sandler Systems CEO, Dave Mattson, explains the psychology behind, and antidotes to, slower remodeling buying decisions. More
After the sale, service can be one of your most effective lead generators and sales tools or it can be a major problem. How you handle the job -- from the beginning to the end -- is the key. More
Sunrooms are a big-ticket item. One sale can make your day, but a sale rescinded can just as easily ruin it. "There's nothing worse than getting the phone call that the prospect's changed his mind," says Larry Chavez, president of Four Seasons Sunrooms in Phoenix. More
Alure Home Improvements throws its Caribbean Party every three months. The party is a key element in a reward system that Alure has set up; a system in which customers receive points for any new business they send to the company and which enables them to track those points on a Web site. The system ensures a steady flow of repeat and referral business to Alure. More
Using one company's Web site, customers can check on the status of their sunroom project. More
What do you do with a salesperson who, in the heat of the presentation, consistently promises goods or services that the company either can't deliver or isn't aware of because they're not written in the contract? More
The contract is signed and the salesperson leaves, but the next day the homeownercalls to report that her son (or daughter or grandson) says the windows (orsunroom or siding) costs too much, and she wants to cancel. How do youhandle these third-party kills? More
Often the difference between getting a job and losing one to a competitor who offers an inferior service is simply a matter of closing well. More
