Sales — Home Improvement

3 tips to provide purpose, create a supportive environment, and find new ways to make work more fun 

Homeowners sometimes get blindsided when it turns out the GC they hired hasn't paid his subs or materials suppliers. The lien waiver in your contract protects homeowners against this.

men on roof

Photo: courtesy Gipson Corwin Homes, Jeffrey Volker

When is a roof inspection legitimate, and when is it just the precursor to an estimate?

roof warranties—materials and installation

Photo: Pixabay

The term “warranty” may be used quite a bit in a roofing sale, but do homeowners actually understand what’s meant by it?

sales disconnect

Photo: Flickr user MikeDixson (CC by-SA 2.0)

If prospects allow interruptions to disrupt the sales presentation, it may be that they’re not taking you seriously. Time to be proactive.

Online sales are heating up for some home improvement companies

Photo: Pixabay

While a few home improvement companies look to find a way to bypass the in-home sales appointment, one—Zen Windows—already has

How to inform homeowners about the competition fairly

Photo: Pixabay

The question of other contractors, and particularly competitors, may come up during a sales call. Don’t let the subject be a button-pusher.

Homeowner thinks price of remodeling work is too high, looks shocked

Photo: Pixabay

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.

Salesman knocking on door for home improvement sales appointment

When it comes to One Spouse appointments, does your company have a policy, a strategy, or a philosophy?

The demographics of remodeling clients are changing

Remodelers need to get to know the attitudes and ideas of a new generation of homeowners 

Certain aspects of the remodeling sales process remain the same, but plenty has changed, too.

Sales trainer Chip Doyle weighs in on how remodeling projects are sold today and defines the key parts of the process

The marketing and selling paradigm in the home improvement industry has dramatically shifted.

Recession, demographic shifts, and unlimited data have done a makeover on your customer. You need a new playbook to stay in the game 

Holiday ideas for home improvement companies

Holidays present some unique opportunities for marketing, managing, selling, or just giving back

Methods for paying for home improvement work: cash, check, credit

Many home improvement contractors don’t like dealing with credit cards. But the reality is: those contractors are bucking a major trend in the way people pay

close rate is not the only way to measure sales success

When it comes to sales success, company owners and salespeople often define it in different ways, making "close rate" a slippery metric

The Hover app helps calculate siding measurements

 

The Hover app uses algorithms modeled on technology in military use, to transform images taken on an iPhone into detailed measurements of every exterior surface below the roof.

These digital tools can help make the sale and get the project started sooner

More women selling home improvement products

Is the fact that homeowners tend to trust female salespeople more than male reps opening the door for more women in roofing, siding, and window sales?

Millennial homeowners looking happy in bright kitchen

Millennial homeowners are relatively few and far between for the moment. But they want to be sold on their terms

Unpaid invoices and IOU in piggy bank

The best way to manage unpaid invoices is not to incur them to begin with. But that's far easier said than done.

Window installer at work

Companies that have rolled the dice on installers seeking sales positions find it can pay-off big time, if managers know what to do

 

Roofer installs asphalt shingles on residential roof

Some roofing companies are reconsidering the terms of their workmanship warranty

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