Is In-home Selling Dead
Contractor Evolution • 50m
One facet of our businesses that will undoubtedly look wildly different in 10 years is in-home selling. How we sell leads into closed deals hasn’t changed much and is ripe for major disruption.
Think about it…
Get lead ➡️ Call lead ➡️ Call lead again cuz they didn’t pick up ➡️ Qualify lead over the phone ➡️ Schedule appointment ➡️ Do appointment ➡️ Close deal ~40% of the time ➡️ Follow up with the rest until you’re blue in the face.
This way of going about it leaves a few things to be desired. For one, there’s very little time spent actually selling. The drive there. The drive back. The time spent measuring or building a scope. Oh, and don’t forget about the four outbound calls you had to make to reach them in the first place. Rising costs in fuel make this format increasingly burdensome too.
And then there are changing buyer preferences to consider: Baby boomers may welcome us for a cup of coffee and a two-hour chit-chat in the backyard, but are millennials looking for that level of personal touch when they need work done? Doubt it.
My personal take? In-home selling is ripe for disruption and is about to evolve in ways that will blow your mind.
Brad Baker and Devon Crowell of Artisan Roofing are at the forefront of this progression.
Using marketing automation, clever email nurtures, EagleView reports, and a VA in the Philippines, they drove 6.6 Million in sales out of one salesperson in one of the worst markets (economically speaking) in the country.
BTW, they did this all in a city of only 116,000 where the average income is 38K. Oh, and the kicker...zero time lost in the car driving from appointment to appointment.
This conversation highlights the story of a roofing company. But the overall thought process and implementation will have parallels and learnings for any contractor. The lingo might be different, and the tools might vary, but mark my words, this is the way it’s going, no matter your industry niche.
To hear how these two are pioneering a brand new way of selling, watch this episode.
-How Artisan roofing hit 6.6 M in sales with 1 salesperson selling small residential jobs
-Where Artisan roofing borrowed from other industries to design their sales system to be hyper-efficient
-How it’s possible to provide a very personal experience in an 'automated' sales process
-The changing landscape of sales in 2023 and what it means for contractors in the next 10 years
To learn more about Breakthrough Academy, click here: https://trybta.com/YTEP96
To Download A Visual Representation Of The Artisan’s Sales Process, click here: https://trybta.com/YTDLEP96
To get in touch with Brad & Devon you can email: [email protected]
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