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Turning Up Sales in a Downturn Washington DC

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

TRIBEST CONSTRUCTION INCORPORATED
202-378-6039
12715 NEW TOWN WAY
UPPER MARLBORO, MD

JCR Contracting Group
202-427-1393
611 Pennsylvania ave SE
Washington, DC

Servicez Unlimited Inc
(202) 569-8720
4006 Chelmont Ln
Bowie, MD

DBM & REMODELING SERVICES
(240) 423-5414
6231 64TH AVE
RIVERDALE, MD

Four Brothers LLC
(202) 423-8703
2617 Myrtle Ave NE
Washington, DC

Centennial Contractors
(202) 479-6745
25 E St Nw
Washington, DC

Vintage Wine Rooms
703-350-9157
2473 Huntington Park Dr.
Alexandria, VA

Associated General Contractors Of Metro
(202) 530-1188
1901 Pennsylvania Ave Nw
Washington, DC

CONSTRUCTION AND DEVELOPMENT INC.
202-745-0066
1714 14th st rear entrance
washington, DC

Guest & Co Inc
(202) 483-6650
1437 R St NW
Washington, DC

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

Click here to read full article from Remodeling

Featured Local Company

TRIBEST CONSTRUCTION INCORPORATED

202-378-6039
12715 NEW TOWN WAY
UPPER MARLBORO, MD

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