Page 82 - Oxford 10 Step Manual

STEP 10 -
POST CLOSE/REPLACE LEAD
Idea #3 - Customer mailings two or three times
a year, directly from you. Announce sales or make suggestions for a new project. Remember to repeat your appreciation for their business.
Don’t forget their birthdays!
Idea #4 - Service calls are a great source of leads. Once you get by the service problem, you can turn the call into a benefit and solicitation for more work. After all, isn’t it proof of reliability that you or your company returned to fix the problem?
Idea #5 - Have a back seat, back-up file! This is an organized file of your customers. These can be yours or a list of your companies’ patrons. Keep them by zip code. If you get a no demo and have no other back-up lead from your company, dig into the back-seat and visit a customer. They’ll like it and you’ll like it, too!
Idea #6 - 20/20 Program. Each week you mail 20 homeowners from a directory of homeowners. The mailing package should include a solicitation mailer, letter, literature or other appropriate material. Make sure there is a return card in the pack.
Idea #7 - Dialing for Dollars is a once or twice a year project for an entire sales department. It’s a Sunday afternoon 2-3 hour session of calling customers who can’t be reached during regular hours. Do it yourself if the group declines! This can be very challenging but very productive!
Idea #8 – Leads from Pitch and Misses
Mr. & Mrs. Prospect, I feel terrible that we weren’t able to get these windows in your home at today’s great savings. One thing that did happen, though, was that you got plenty of information to make a correct decision, whenever you’re ready, didn’t you?
Now, one last request...and it isn’t to buy anything!
Why not trade me some names for all the information I shared with you. You see, we do 30% of all of our business from referrals. It’s our lifeblood.
If you wouldn’t mind sharing 4 or 5 names of friends, neighbors or co-workers that may be willing to get information on saving money on energy , I’d appreciate it.
As a matter of fact, if I would be fortunate enough to sell any one of those folks a job, I’d be able to pass along a small gift to you. How about some names?
Each time you make a presentation, you are “burning” a lead. Eventually there will not be any left so it is essential to gather at least two lead names each time you meet new homeowners. Even if you do not make a sale at this home, getting a “warm lead” could easily direct you to a new prospects who do buy Oxford windows.
Why Buyers want to Cancel:
Cancellations are a part of doing business but it is your job to avoid them as much as possible.
The reasons for canceling vary widely. Some cancel because they have time to think about their decision and they panic. You are not there with your positive attitude to reassure them so they cancel.
Others change their mind after getting feedback from family member or friends who did not take part in the presentation and therefore do not understand the value of Oxford.
End of Replace the Lead
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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