Turning Up Sales in a Downturn West New York NJ

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

Jewish Community Center in Manhattan
(646) 505-4493
334 Amsterdam Avenue @ 76th St
New York, NY
CEK International
(646) 468-4223
600 West 115 Street
New York, NY
Metrix, Inc.
646-500-9283
10 West 47th Street
New York, NY
Chimney Design Solutions Inc.
(212) 685-7077
110 W. 40th Street
New York, NY
Tishman Realty & Construction Co.
(212) 399-3600
666 Fifth Avenue
New York, NY
SKR Group
(212) 366-9215
130 W. 25th Street
New York, NY
Great Places Publishing
(212) 675-9000
326 W. 19th Street
New York, NY
Structure Tone
(212) 481-6100
15 E. 26th Street
New York, NY
Remy Builders
(718) 545-8960
26-36 18th Street
Long Island City, NY
Argo International
(212) 431-1700
140 Franklin Street
New York, NY


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

    Jewish Community Center in Manhattan

    (646) 505-4493
    334 Amsterdam Avenue @ 76th St
    New York, NY
    http://www.jccmanhattan.org/

    The Upper West Side finally has the meeting placeit deserves. The JCC serves Manhattan with fitness facilities, programs, special events and more. A metropolitan miracle in action!

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