Panning for Gold: “Leads” During the Slow Times

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panning for goldAlthough there was snow here and there, and even some bitter cold, it really hasn’t been a long, hard winter. And for many of you, the shoulder season is already looming. Even when weather drivers slow things down, you still need sales. Fortunately, you may already be sitting on some real nuggets.

A slow time is a great time to reach back out to every customer whom you quoted a project but did not sell. Dial it back 12 months. Longer if needed. Call them all. Did they buy from the competition? If so, how did it go? If not, would they like to move forward now?

Do you have a new financing product that might help? Can you offer something else of value to sweeten the deal? (I like that better than price discounting.)

For some customers, life got in the way, and they just haven’t had time. Make it easy for them. You may be surprised how many folks just needed a gentle reminder–it can be a game-saver in slow times.

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About the Author:

Mike Rogers is the President of OmStout Consulting. A nationally recognized expert in residential energy-efficiency, he works with contractors and programs to scale sustainable market approaches to improving homes. More on Google+

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