How much money would you like to make this year?
Do you ever feel like you have reached your max potential? I know I have felt that way in the past.
How can you possibly grow your sales when you’re constantly distracted by emails, phone calls, customer meetings and doing take-offs? The truth is unless you get these tasks under control, you won’t grow your sales.
If you want to make more money, you are going to need to look at your daily activities. You only get 24 hours each day, so how can you make the most of it?
You need a multiplying effect.
What is a multiplying effect?
First, you will need to accept what you are currently dealing with.
As a building material salesperson, you can only see so many people today, this month and this year. You can only do so many quotes, requotes and hey while you’re at it, how about quoting this for the hell of it.
Something has to give, or you can never scale your business. You need to find a way to do business that doesn’t require your hands or presence in every situation.
By not having your hands in every situation, you are creating the multiplying effect. These are shortcuts you create that are used to complete a task that you currently do over and over again. Think about your normal day. Do you find yourself doing the exact same things over and over? Do you ever have a thought in that moment of a way to automate the task you’re performing?
I know I get these thoughts every day. What can I create to eliminate the time I spend doing this task?
What tasks can I automate?
Let’s take a look at four areas where you can automate or find shortcuts for a task to create a multiplying effect.
- Quick quotes – We all know that quoting an entire house package can take several hours. You can create a multiplying effect by quoting smaller projects using formulas and actual examples. Work up several size deck packages, or price out several styles of exterior doors. Keep these handy for qualifying leads.
- Email Responses – Do you get asked the same questions over and over? I do too. So open up your email or word document program and type out a response and save it. Next time the question comes up you just copy and paste the answer into your email.
- Quoting hacks for builders – You can take the information from your quotes and give your builder customers the base pricing for specific projects. In my market, the average price for a treated deck (material and labor) is $20 per square foot. My customers all know this and use it to qualify their customers and leave me out of the process.
- Do product presentations to groups instead of individuals – So you have a customer coming in on Saturday to talk about composite decking. See if you can schedule another couple for the exact same time. I did a group presentation one time to four couples and sold three of the four a deck. That was a multiplying effect.
So you’re saying to yourself…he sends impersonal emails, gives ballpark quotes, has his contractors do their own take-offs and stacks homeowner clients on top of each other. Doesn’t this affect the customer experience?
How will customers react?
Your builder customers and homeowners want answers and don’t really care how they get them.
By sending a canned response email, you are not disrespecting the recipient if you give them value and the answer they need.
A ballpark quote is the best way to qualify a potential sale. You can tell the difference between a treated deck customer or composite deck customer in about 2 minutes using this method. Why would you tell someone everything you know about composite decking if they can’t afford it.
Having your builder customers doing their own take-offs is one of the best ways to create the multiplying effect. I realize not many home builders do their own take-offs, but small to mid-size remodelers do. They are much more sensitive to the job profits and don’t want to leave their profits in someone else’s hands.
Do homeowners feel slighted if they have to share the salesperson’s time with others? The simple answer is no. In fact, It seems to make them more comfortable, and more questions surface from the group. They are each getting ready to make a huge investment. You can almost see them validate each other in their decision to build such an expensive deck.
Where do I start?
What actions can you take today towards the multiplying effect?
- Think of one question you get asked on a regular basis. Write the answer in a word document form just like your sending an email and save the document. Next time you get that question just copy and paste into your email program. Make sure you keep this response on your desktop or some accessible file. Be sure to include links to websites and all important information.
- Pick a small project category like decks and choose 3 sizes like 12×12, 12×16 and 16×20. Do a treated quoted quote for all three followed up by a mid-level composite product quote. Now you have some real life qualifying examples to share.
- Take the quotes from the previous exercise and dissect the project. Can you find the average price per square foot for framing, deck surface, and railing? Take these figures and create quoting tips for your contractors. Remember, most of these guys know how to figure their material lists, they just need help qualifying during their sales process.
- Experiment with doing a group presentation. Just start small and get two couples booked. You will really be surprised at how well this works. In future posts, I will show you how to really amp this up by focusing on specific communities.
Remember that our goal is to make money while bringing value to as many people as we possibly can. Implement a few of these concepts into your daily routine and start your multiplying effect towards more income.