Posted by Rich Harshaw on June 30, 2017.
If you know me even a tiny little bit, you know my favorite band is Rush.
Rush doesn’t just churn out awesome music; they are a highly skilled, highly technical three-piece progressive-rock band.
In fact, the band is so talented that fans have dubbed them The Holy Triumvirate.
That’s a lofty nickname to live up to. But, boy, do they ever do it.
As I was blasting Rush’s Moving Pictures album in my car on the way to the office this morning (I’ve gotta get pumped for the day), it made me think about another Holy Triumvirate: MYM’s Trusted Partners.
Our three Trusted Partners—Renoworks Pro, MarketSharp, and GreenSky®—are what I call The Holy Triumvirate Of Contractor Marketing.
Each company brings something different to the table… and each one provides a product that can launch your business to new heights of success.
Here’s how each member of The Holy Triumvirate Of Marketing is similar to the original Holy Triumvirate:
Renoworks Pro (Visualization Software)
Rush Member: Geddy Lee (Vocalist, Bassist)
Everybody knows Geddy Lee’s infamous, high-pitched wailing. But he’s also a helluva bassist.
The bass establishes the beat and is the backbone of the music; Renoworks Pro is the backbone of your sales presentations.
You take a picture of your prospect’s home and upload it to Renoworks Pro. You then apply products directly onto the photo from over 250 manufacturer product catalogs. You can then make your presentation in your prospect’s home or online with Renoworks Pro’s robust remote-selling features.
Since prospects can see what their project will look like, they are more likely to say yes… and at such HIGH prices that Geddy Lee’s vocal chords would be jealous.
What Gushing Groupies Say:
“Since using Renoworks Pro, I have increased my close rates and profit by 60%!” –Paul Sacco, JM Door & Hardware
“With Renoworks Pro, I can usually add between $3,000 to $10,000 of product and services to every job!” –William LaMonaca, Colorado Home Exteriors
MarketSharp (Contractor CRM)
Rush Member: Neil Peart (Drummer)
Fans, musicians, and critics alike consider Neil Peart one of the best drummers of all time. His beats and patterns can be so complex that you swear the guy is part octopus.
That’s why Neil and MarketSharp are one in the same. MarketSharp has a hand in almost every aspect of your business: lead generation, office operations, job scheduling, sales tracking, accounting, automated marketing campaigns, and a WHOLE LOT more.
Just like Neil is often considered drumming’s G.O.A.T. (Greatest Of All Time), MarketSharp is universally praised as the best CRM for contractors that’s ever been made.
What Gushing Groupies Say:
“Thank God for MarketSharp. If we did not have this program, our leads and customers would be all over the place. MarketSharp allows us to keep track of almost everything in one program. WE LOVE YOU!” –Julia Falke, 21st Century Remodeling
“If we did not have MarketSharp, I would need at least 2 more people in the office working with me!” –Katlyn Gottbeheat, Gugger Home Improvement
GreenSky® (Financing Program)
Rush Member: Alex Lifeson (Guitarist)
Alex Lifeson is an extremely versatile guitar player. And that’s why the GreenSky Program fills his shoes in The Triumvirate.
The GreenSky Program provides your customers with a large range of financing options—there’s something for practically all of your customers.
And while a lot of progressive-rock guitar players dink around with obnoxious scales, time signatures, and effects, Alex keeps things clean, catchy, and filler-free.
It’s like how The GreenSky Program provides financing WITHOUT all of usual hassles that comes with it. There’s no enrollment fee. Credit decisions are done in seconds. It’s completely paperless. And you get 20% to 50% of the money within 24 hours of your customer’s approval.
What Gushing Groupies Say:
“Your financing options have afforded us the ability to land jobs that we would have lost otherwise. In June alone it was responsible for over $35,000.00 dollars in sales. Around 1/4 of our monthly totals are generated by your financing programs!” –Heath Braley, BullsEye Plumbing, Heating & Air
“This sale was headed straight for a competitor today without the very prompt and professional information from your representatives and the flexibility in your decision process. This sale is a testament to flexibility. I appreciate the great help. It was a team effort all the way.” –Ken Sorensen, At Home Services
If you’re a contractor who is not taking advantage of the Holy Triumvirate Of Contractor Marketing, you’re squandering your company’s true potential to maximize profits. It’s that simple.
Visit our Trusted Partners page to discover more about incorporating their services into your business.
I’ll see you in the limelight.
Posted by Rich Harshaw on May 15, 2017.
Here’s what I know based on concrete statistics:
Financing makes the average sale price go up.
And the better the terms, the higher the sale.
Because here is the truth—most homeowners get sticker shock when you tell them their project will cost $10,000 or $20,000 or $40,000 or whatever the number is.
But when you come in with financing, you soften the blow.
The thing is, there is a right way and a wrong way to offer financing.
Most contractors use financing as a last-ditch attempt to salvage a sale. This is the WRONG way.
Instead, sell the monthly payment just like car companies do.
What you do is sit down with the homeowners and say, “Mr. and Mrs. Prospect, we offer several financing options to make this project affordable. How much money do you feel would fit comfortably into your monthly budget to make this project happen?”
(Remember, this is at the beginning—not the end—of the sale.)
If the prospect is not 100% dead set on paying cash upfront (many aren’t, and are open to different options), they will either give you a number or say, “Well, I don’t really know.”
If they don’t know, you say, “What about $200? $300?”
When the prospect gives you a number, say, “OK, you know what, Mr. Prospect? I’ll make you a promise. We can absolutely perform the project you want within your budget of [number] a month.”
If necessary, you can always negotiate the length of the contractor later to make the price fit.
Offering financing this way allows you to close deals faster, easier, and at higher prices.
So when contractors tell me their customers don’t need financing because they all have money, I respond, “That may be true, but how many deals are you losing because the customer did not have the money right then?”
“That may be true, but how much money in upsells are you losing when your customer has to fork over $10,000 at once, instead of $850 per month?”
One of the best ways I’ve found to offer financing as a first resort is through the GreenSky® Program.
The GreenSky Program is the real deal. Upfront payments. Higher credit limits. Instant credit decisions. No paperwork. No enrollment fee.
Your customers apply for credit during your sales presentation through the GreenSky website, by phone, or through the mobile app. They then get a credit decision almost immediately—sometimes in as little as five seconds.
And when they’re approved, the amount can actually be for more than the cost of the project. This allows you to easily make upsells while staying within your customers’ budgets. Who could possibly pass up replacing their entry door for another $10 per month or upgrading their countertops for $25 per month?
Bottom Line: When you lead with financing through companies like GreenSky, you immediately get your prospects thinking about their projects in small, manageable monthly payments—not a five-figure sum that’s going to leave a gaping hole in their bank accounts.
You’re much more likely to get a “yes”… and for a higher price.
Find out more about the advantages of offering financing through GreenSky on our official MYM GreenSky® page.
Basically, it’s a contractor’s financing dream—and a tool that will melt away price resistance in practically all of your prospects.
* All financing is subject to credit approval and credit qualification. Financing for GreenSky® consumer credit programs is provided by federally insured, federal and state-chartered financial institutions without regard to race, color, religion, national origin, sex or familial status.
Posted by Rich Harshaw on May 2, 2017.
Some of the most common reasons contractors tell me they don’t offer financing is…
- My customers don’t need or ask for it
- It’s too complicated
- It costs me money
Sorry, but all those “reasons” are big, steamy piles of… you know.
Let me squash each of these lame objections like the annoying little bugs they are.
Objection #1: “My Customers Don’t Need/Ask For Financing.”
Just because your customers don’t ask for financing doesn’t mean they don’t want it.
I mean, how is this even a real reason? What homeowner WOULDN’T want multiple options to pay for their project?
Even if some of your customers don’t want financing, so what? While THAT customer may not want financing, I guarantee some of your customers would jump at the chance for low monthly payments instead of footing the entire bill when the project is done.
But if you don’t offer, you’ll never know. And you’ll never reap the HUGE financial benefits financing provides (more on that in a second).
Objection #2: “Financing Is Too Complicated.”
I get this one. A lot of finance companies make the process a pain with loads of paperwork, restrictions, delayed payments, and an agonizingly long approval process.
Here’s what I say about those financing companies: Forget them. All of them. Your life is complicated enough. You don’t need one more thing to worry about.
That’s why I throw all of my support behind the GreenSky® Program.*
The folks at the GreenSky® Program saw contractors were having a heck of a time with other financing companies. So they simplified the entire process and made it ridiculously easy (and lucrative).
No cumbersome paperwork—everything is done digitally. No waiting—your customers get approved in seconds, and you get money in your account the next day. No dealing with ornery, unhelpful service reps—your account is managed by friendly, helpful experts.
Yeah, financing can be complicated. But financing with the GreenSky Program is not.
Objection #3: “Financing Costs Me Money.”
I already covered this in an earlier post, but it bears repeating. Offering payment options to your customers can and WILL increase your revenue.
Studies show that people spend more when they can pay in monthly installments. And the better the financing terms, the more they’ll spend. This allows you to effortlessly upsell on every financed project and substantially increase your revenue.
It’s simple math: The small fees you pay for financing are a drop in the bucket to how much more money you’ll be earning.
If You Already Offer Financing…
If you already offer financing and are reading this anyway (you rebel!), switching to the GreenSky Program is essential to not only closing more jobs, but also closing them at higher prices.
Here’s why I can confidently say—without even knowing who your finance provider is—that you’ll attain better results with the GreenSky Program:
- Decisions in seconds: After your customer applies via website, phone, or the mobile app, they receive a credit decision within seconds.
- Get paid within 24 hours: You can get 20% up to 50% upfront funding within one business day. (Good luck finding another company that does this.)
- No paperwork: No need to fill out stacks of annoying, cumbersome paperwork—everything is done digitally (and safely backed up).
- No nickel and diming: Unlike other companies, the GreenSky Program requires no enrollment fee and charges only a nominal fee per transaction. The money goes where it should—in your pocket!
- Leading finance provider in home improvement: The GreenSky Program has over 11,000 merchants and 500,000 consumer loans across a wide range of categories, including interior remodeling, exterior remodeling, roofing, and HVAC.
This all adds up to an experience where both you and your customer can focus on the job, not the financing.
For more info on the business-boosting benefits of the GreenSky Program, visit the official MYM GreenSky page.
You can thank me later. 😉
P.S. GreenSky has happily agreed to “roll out the red carpet” for MYM readers. When you fill out the form on the MYM GreenSky page, you’ll get exclusive benefits like…
- Dedicated account management by your own personal GreenSky representative
- Daily reporting to identify how to get most value from your accounts
- Detail-level finance sales training and program launch training
- New employee training
- Educational opportunities at NARI events and access to ongoing GreenSky research
But you only get this royal treatment when you contact the GreenSky Program through the form on this page. So get to it!
*All financing is subject to credit approval and credit qualification. Financing for GreenSky® consumer credit programs is provided by federally insured, federal and state-chartered financial institutions without regard to race, color, religion, national origin, sex or familial status.
Posted by Rich Harshaw on February 7, 2017.
“Why do you try to sell me stuff? I want for marketing advice, not to be pitched to, dagnabit!”
I sometimes hear this from people.
It’s like nails slowly scraping down a chalkboard.
If you don’t get why I promote various products and services from MYM and our Trusted Partners, you need a good slap.
There. That’s better.
If that doesn’t knock some sense into you, let me break it down for you.
My emails usually point out a marketing problem contractors have, and then the right solution(s) to solve it.
You can either try to implement these solutions yourself or pay someone else to implement them (way more effectively) for you.
The choice is yours.
But here’s what I’ve discovered in my 20+ years in marketing…
To achieve the success you want, you need to invest in yourself.
Sometimes, the solutions I outline require an investment.
So, if you are the kind of person who price shops and thinks everything “costs too much,” snap out of it. You’re in a self-destructive—yes, self-destructive—mindset and hurting your business.
People who think this way get stuck in a rut for their whole lives. They look for ways to pinch pennies, instead of investing in methods that will generate millions of dollars.
As a result, they never attain the level of success and wealth they desire. I see it ALL. THE. TIME.
I know what you’re thinking: “Rich, I understand what you’re saying. But there are so many terrible ‘solutions’ on the market. I’ve been burned before.”
I get it. “Fool me once, shame on you. Fool me twice, shame on me.”
But let’s get one thing straight right here, right now, for all time:
I LOATHE the pretenders who promise a solution and don’t deliver.
I DESPISE the guys who are just in it for the money, and not to help people better their businesses (and lives).
I DETEST the doofuses who shill crappy products that don’t work.
The solutions in my emails that do require the “cash commitment” are all 100% proven to work… and they all provide stellar ROI for the contractors who invest in them.
So, when I tell you that you can substantially increase leads from MYM’s marketing solutions, I’m telling you the whole truth and nothing but the truth.
When I tell you that MarketSharp CRM can streamline your entire business and increase your sales, I’m telling you the whole truth and nothing but the truth.
When I tell you that both Renoworks Pro visualization software and financing through GreenSky can lead to thousands of dollars in upsells on practically every project, I’m telling you the truth, the whole truth and… well, you know the rest.
I’m giving you ALL of the tools you need to transform your business into an unqualified success and break the $10-million-dollar mark (and if you’re already there, the $20-million-dollar mark and beyond).
So, no, I will not apologize for trying to help you. And I’ll continue to provide you with the absolute best marketing investments you can make for your company, along with the smorgasbord of the juicy marketing info I dish out for free.
Sorry, not sorry. 😉
P.S. Speaking of selling, tomorrow I’ll tell you if it’s a good idea for you to star in your own TV ads. Television is NOT for everyone… but it can wildly boost business if you have the right personality.