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Turning Up Sales in a Downturn Utica MI

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.

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A 1st Choice: Joes Quality Home Improvements
586 731-7500
44809 Van Dyke
Utica, MI

Paramount Painting Contractors L.L.C.
586-365-8585
21274 Atlantic
Warren, MI

DE FAUW DESIGN AND REMODELING
(586) 698-8021
18640 MACK AVE. BOX 36141
GROSSE POINTE FARMS, MI

DE FAUW DESIGN INTERIOR DESIGN AND REMODELING
586 698-8021
18640 MACK AVE., BOX 36141
GROSSE POINTE FARMS, MI

Lincorp | Home Remodeling, Renovations & Restoration
248-788-4950
7290 Carlyle Crossing
West Bloomfield, MI

Brinks Home Repair
(586) 737-2510
4877 Pebble
Utica, MI

On the Level Home Improvement & Building Co
(586) 323-6093
5066 Mound
Utica, MI

A & N Quality Craft Inc
(586) 247-4663
Utica, MI

Remodeling Designs
(586) 739-2333
44011 Van Dyke Ave
Utica, MI

A Building Co Inc
(586) 731-5752
Utica, MI

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

A 1st Choice: Joes Quality Home Improvements

586 731-7500
44809 Van Dyke
Utica, MI

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Advertising	Family	Home Services	Real Estate Resources
Business Services	Fashion	Industrial Goods & Services	Retail & Consumer Services
Career	Financial Services	Insurance	Software
Cars	Food & Beverage	Internet	Technology
Computer Hardware	Franchise	Legal	Telecommunications
Construction	Health	Miscellaneous	Trade Shows
Education	Holidays	Nightlife	Travel
Entertainment	Home Appliances	Online Database	Weddings
Environmental	Home Electronics	Pets	World History