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Turning Up Sales in a Downturn Parkville MD

Track the quality of leads and monitor trends in weekly sales meetings. If a great lead is 80 and you get a lead worth only 45 points, prioritize accordingly.

Local Companies

Accent Kitchen and Bath, Inc.
410 654 9777
8A Music Fair Road
Owings Mills, MD

Handyman On Call, LLC
443-850-6948
1319 Kingsbury rd
Owings Mills, MD

Diegert Home Improvement
(410) 665-9050
8721 Baker Ave
Parkville, MD

All About the House
(410) 665-8250
Parkville, MD

Rt Remodeling
(410) 661-0728
9005 Wood Park Ct
Parkville, MD

Dream Builders Inc
(410) 882-9173
8505 Harford Rd
Parkville, MD

D R Kocan Inc
(410) 248-0010
9016 Simms Ave
Parkville, MD

American Eagle Home Improvements Inc
(410) 529-4300
Parkville, MD

Dae-Mar Construction Company Inc
(410) 665-4926
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Charles Slagle's Commercial Contracting Company
(410) 663-3400
1802 Dunwoody Rd
Parkville, MD

By Jim Stephens.
In an economic downturn, there's a decrease in sales and production. We're usually surprised by this and respond with panic when we realize we've turned away potential business by over-qualifying leads. Here's how to avoid the pitfalls of over-qualifying:

Track the quality of leads and monitor trends in weekly sales meetings. Use a rating system to rank lead values. Assign a higher number to attributes you value most. Average results. Establish a target number for your ideal client. For example, referrals have a higher numeric value than Yellow Pages call-ins. Other factors to rank include location, home value, and project type. If a great lead is 80 and you get a lead worth only 45 points, prioritize accordingly.

Don't believe what your prospects tell you. The problem they bring you is never the real problem. You may be disqualifying prospects because you're not probing deep enough to get past the intellectual smoke screen.

Don't trust the telephone. Most contractors wait for the phone to ring rather than prospecting for new business. The leads that you generate through prospecting are often of a higher quality than calls that simply come in.

Treat all leads as "golden." Calculate the actual cost of every lead. Realize when you disqualify a prospect frivolously, you throw money away. Figure out a formula that works for you, but one idea is the following: (marketing budget / # of leads per year) (average # of hours spent processing

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Featured Local Company

Accent Kitchen and Bath, Inc.

410 654 9777
8A Music Fair Road
Owings Mills, MD
www.accentkitchenandbath.com

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Business Services	Fashion	Industrial Goods & Services	Retail & Consumer Services
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Cars	Food & Beverage	Internet	Technology
Computer Hardware	Franchise	Legal	Telecommunications
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Entertainment	Home Appliances	Online Database	Weddings
Environmental	Home Electronics	Pets	World History