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How To Make Your Prospects Fall In Love With You

Don’t Wait For The Sales Meeting! Your Marketing Should Make Prospects Fall In Love With Your Company On The Spot.

Don’t Wait For The Sales Meeting! Your Marketing Should Make Prospects Fall In Love With Your Company On The Spot.

Don’t Wait For The Sales Meeting! Your Contractor Marketing Should Make Prospects Fall In Love With Your Company On The Spot.

If Your Marketing Works Properly, Prospects Will Decide To Buy From You Long Before The In-Person Sales Meeting.

By Rich Harshaw

It’s Valentine’s Day (almost!) and it’s your turn to play Cupid.

I’m talking about finding ways to cause your prospects to fall in love with your company… so they are practically begging to do business with you. And I’m talking about achieving this level of adoration BEFORE you ever set foot in their home for a sales meeting.

Sound impossible?

Stick with me. It’s not only possible—it’s imperative that you learn to do so.

See, the way this industry has conducted itself for the last fifty years doesn’t really work that well any more. You know the drill, right? Generate a home improvement lead, set an appointment, show up at the prospect’s home for the meeting, go through your presentation, close the deal, walk out with a check.

In today’s internet-connected world, people don’t want to wait until the sales meeting to decide if they want to do business with you. They want to know ahead of time. And the companies that figure out how to facilitate that “falling in love” are the ones who are going to win. Big time.
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Leveraging Your Remodeling Company’s Hidden Assets, Part 2

More Hidden Gems That Are Just Waiting To Make You More Money…

More Hidden Gems That Are Just Waiting To Make You More Money…

Even More Money-Making Opportunities Sitting Right Under Your Nose,
Just Waiting To Be Discovered & Exploited.

By Rich Harshaw

Note: I started writing this post and realized it was a lot longer than I anticipated when I started! What an excellent topic it turned out to be. So I’m breaking this into two parts. This is part 2. Read part 1 here.

Okay, it’s time to ramp up the 2nd half of our discussion about hidden assets… here we go!

Hidden Asset #7 – Relationships: Think about all the people you’ve done business with over the years, and then ask yourself this question: Which of them, if any, run or manage businesses that sell stuff to your same target market? By your target market, I mean local people who are the same age and income level as your typical customer.

The answer to this question might surprise you: Do you have any former customers who are chiropractors or accountants? What about home builders or hot tub sellers?

These people can endorse your company and services to THEIR customer list as a way for you to generate home improvement leads. I won’t go into a tremendous amount of detail now—I’ll save this for a more complete blog posting later—but suffice it to say, they send out a letter to their customers (or email, or Facebook posting) and you get leads.
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Webinar Posting: Overcoming Price Resistance

Watch Closing Ratios Soar and Sales Skyrocket By Shutting Down Price Objections Before They’re Ever Even Raised

If you’re a remodeling company selling on the higher end of the pricing scale, then you’re no stranger to price objections. Sometimes prospects will just tell you that they think you’re too high; other times, they make up excuses because they don’t have the guts to just tell you they think you’re too high. Either way, in the end, your frequently walk out without a sale.

In the past, the solution was to either cut your prices… or to train your salespeople better. But nobody wants to cut prices, and consumers are wary of three-hour sales pitches designed to wear them out while you educate them why you’re actually worth the extra money.

The solution for selling to today’s consumer is to deliberately and liberally utilize contractor-specific, marketing-based price conditioning. The idea is simple: to help your prospects understand what quality looks like, how you deliver it, and why they should expect to pay for it…. and to do all this BEFORE YOU EVER SET FOOT IN THE PROSPECT’S HOME.
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Webinar Posting: The Incredible “Triple Play” Home Show Strategy That Triples Lead Flow

Do you participate in home shows? Then you MUST watch this awesome webinar that features a complete system for getting THREE TIMES more home improvement leads than you normally do. That’s right—triple.

The strategy is simple yet effective:

Integrate Your Identity: The first step is learning how to create Identity-based backdrops, hand-outs, and materials that clearly and unmistakably communicate your company’s selling advantages so powerfully that even casual attendees will be certain you’re the best choice in the show. You’ll learn the principles behind WHY it works, HOW to implement, and SEVERAL examples of companies that have used it and achieved huge results. You’ll in effect take the prospects “off the market” and leave your competitors scratching their heads.

Stop ‘Em In Their Tracks: The second step of the Triple Play is the SECRET WEAPON for stopping attendees in their tracks and making them WANT to talk to you. Bowls of candy, pens with your company name, and squishy balls just won’t cut it. On this webinar you will learn what the ULTIMATE tool is, how to use it, and word-for-word scripts for getting the most results. Trust me, you don’t want to miss this.

Follow-Up That Works: Finally, the third step is bullet-proof follow-up that actually works. We’ve created a masterful plan that makes people actually WANT to talk to them when you call to follow up… instead of treating you like Ebola on the phone. You could easily pick up an extra 25% to 50% more sales just by implementing this simple plan into your contractor marketing efforts.
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