Flickr user RaHul Rodriguez (CC BY-SA 2.0)
Experts say email marketing has, or will, supplant traditional direct mail—a key component in the marketing program of many home improvement companies
While a few home improvement companies look to find a way to bypass the in-home sales appointment, one—Zen Windows—already has
Virtually every group representing businesses, including the NAHB, opposes the Department of Labor's new rules regarding who is exempt from overtime pay
Hey Mr. Sales Rep, what do you have in the trunk of your car? Let’s hope it’s nothing more than a spare tire.
When applied to employee personalities and skills, any organization needs the right blend of both types
Photo: flickr user Foxcroft Academy, CC BY 2.0
Online may be a major lead source for home improvement companies, but keeping up with it requires continuous effort and attention
Photo: flickr user Mark Mulligan (CC BY 2.0)
The way a business handles complaints is a litmus test of company culture. How does yours fare?
For this former one-call closer, what goes around comes around
It's now 10 years since Fred Reichheld introduced the concept of the Net Promoter Score, but it's as relevant as ever
How belief echoes can affect people’s attitudes even when they know something is false
While it isn't always possible to predict exactly how things will change, it is important to make the inevitability of change an integral part of your business strategy
Image: Flickr user dirkcuys, CC BY-SA 2.0
How one remodeling company is making marketing decisions based on lifetime customer value
To avoid misunderstandings, include these basics in your contracts
Photo: Flickr user Jackie Fritsche, CC BY 2.0
How a great relationship began to unravel from neglect
The question of other contractors, and particularly competitors, may come up during a sales call. Don’t let the subject be a button-pusher.
Here’s a quick, easy system to see if you’re delegating the right tasks
It’s the most common—and for some sales reps, the most difficult—objection to closing business in home improvement, or any industry. Here’s how to respond.
Three essentials to ensure clear, factual, and detailed paperwork for remodeling projects