Focusing on payback to motivate customers?

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My experience has shown that focusing on payback is usually one of the least effective ways to ...

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You Got the Phone Call. Now What?

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A coffee-stained napkin is not the best CRM system!

Leads are the starting point. Now you’ve got to help them ...

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Some Marketing “Don’ts” For Home Performance Contractors

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reasons people callDon’t expect the words “home performance” to make your phone ring. People don’t know what home performance is. ...

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Are Existing Customers YOUR Best Source of Business?

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Successful contractors who’ve been around at least a few years will tell you that referrals are a huge driver in their business. And they should be. The best customer should the one you have already. ...

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Your HVAC & Home Performance Marketing Plan

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This is the first in a series of posts during the arbitrarily-proclaimed Focus on Marketing Week. Check back each day this week for another marketing morsel.

Lead Soures

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to compete on ...

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Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, everything you do is either ...

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Not in a Home Performance Peer Group? You’re Missing Out!

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Dog Pack“What sort of gross margins should I expect from our insulation division?”

“How ...

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Selling home performance? Start with what they already know.

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“High-Performance HVAC”, “ACH50”, and the latest digital manometer are cool at a home performance conference. For most people, including most of our customers, though, these concepts are a bit too far removed from their ...

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Opportunity with a First Call Close

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Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, some long ...

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