Building a client base is a process that involves your entire marketing and sales system. After marketing delivers your message to the target prospects, the sales steps are like workstations on a conveyor belt; each one adds time, money, and energy to the initial marketing effort.
QUALITY LEADSMarketing attracts potential clients to your company, but not all leads are the same, and quantity is not the same as quality. A marketing message might generate what looks like a whopping number of leads every month, but if most of them want a screen door replaced or drywall patched and you specialize in high-end kitchens, they are of little value. Too many false leads like that and you might not have enough sales to meet revenue targets.
This example assumes each visit costs $750; you can adjust this number to match your actual costs. You can also change the number of visits or sales — or both — to see how much “Savings” you will generate by improving your lead screening and sales performance.
To help them decide whether or not to pursue a given lead, most successful remodeling companies use a weighted and scripted lead sheet. Only those prospects who pass muster are offered the opportunity to pursue a future together. After setting an initial appointment, the final steps in the process are to close the sale and contractually agree to work together.
COUNT VISITSTo measure the efficiency of this process, many remodelers use a lead-close ratio. For example, a company
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