Regardless if you just gave an estimate, or they have already purchased,
every potential client should be receiving some form of prospect packet.
Included in these packets should be:

• welcome letter
• copies of all license and insurance information
• list of 10 references with contact information
• brochures on products
• process information ( what will the client expect with the project)
• current copy of your newsletter
• testimonial list
• Association Membership certifications
• Consumer Articles (Why Hire Us, What You Need To Know Before Hiring,
  etc)

The more information you supply to the potential client, the less questions
you will have, and by providing them with so much information, you will be able
to come off better than the competition.

We want to thank Jim Faydenko of Remodeling Remedies for his constant support of our marketing program, and being the 2006 Referral Rewards Client of The Year. For winning this contest, Remodeling Remedies has received 2 full years of marketing service from Footbridge Media a savings of $1500!!!.

Thanks again Jim for all your support and continue to send us referrals!

What Jim has to say about Footbridge Media!

“Footbridge Media has been an amazing asset to my company. The monthly newsletter saves so much time and money. With just a few simple adjustments to personalize it my staff can have it ready to go to print. Keeping my company’s name and logo consistently in front of past clients routinely results in referrals.

The website Footbridge launched for us has been our best marketing tool yet. While I admit I was skeptical at first; I wasn’t sure we would really get everything we wanted in the website for the price we were quoted but we have received everything we were promised and more. The leads we get from the website are good, quality leads. Numerous clients have complimented us on the layout, quality, and professionalism of the site. I couldn’t ask for more.

Not only do I find the products from Footbridge impeccable but the staff is absolutely outstanding! Any time we have a question, our marketing consultant, is there for us. He knows who we are and what we’re about. There’s no time wasted trying to deal with a different representative every time you call. Anything we have asked of he has been handled immediately and directly.

It has been a pleasure to spread the word about Footbridge Media to my contracting peers. Just knowing that Footbridge is going to treat them and their companies as well as they have treated me makes me proud to be able to share the information. Thanks Footbridge for all you’ve done and best of luck to you, and your growing business!” -Jim Faydenko, Remodeling Remedies

From ContractorSelling.com

Hello this is Joe Crisara from Contractor Selling.Com. I want to talk to you about one of the most important things you can do to increase your sales results. And that is to find the right customer to sell to. Many people doubt the validity of getting referrals as an actual mix of their marketing. By accident, many people get referred by customers that love them.

So let’s face it, referrals start by doing great service that people notice. In my thinking, if you can make something happen on accident, then you can make it happen on purpose.

As usual, the reason something doesn’t work is usually screwed up in the beginning not at the point the problem is apparent. Let me go over the most effective way to get referrals. The key to getting a hot referral is to let the customer know you need their help. We all want to help someone. Think about it, if your landscaper told you he needed help getting more business, wouldn’t you tell everyone you knew?

This is the key principle: YOU NEED THEIR HELP. Let’s go over a common moment of truth scenario where someone asks you, ‘How’s business?’

AT ONE OF THE MOMENTS OF TRUTH… ‘How’s business been over at (YOUR COMPANY)?’

WHAT YOU NORMALLY SAY: ‘We are swamped. It’s so busy I had to put in 12 hours overtime.’

WHAT YOU SHOULD SAY IF YOU NEED HELP: ‘Well, it’s funny you should mention that. We were all just talking back at the shop about one our greatest challenges being finding and keeping great customers like you Fred. Hey Fred maybe you could help me. You’re a smart guy Fred. If you were me, what would you do to find great customers like yourself to work for?’

THEM: ‘Well I’ll bet my cousin Ernie could use your help.’

YOU: (Here’s a big question) ‘Really? How do you think he could benefit from our services?’

THEM: ‘Well, He told me that he was shopping for a new heating system last week.’

The key thing is that you need to find out WHY the person referring you thinks that you would be a fit. If you go in KNOWING why they might benefit, then it is really a hot referral. If not, then it becomes very difficult to probe for reasons why they might benefit.

When you DO probe, send out a reverse question and do not DIRECTLY ask for the business on cold or semi-warm calling leads. Here’s how that would sound…

‘Hey Ernie, this is Joe over at Custom Comfort. I’m a good friend of Fred Johnson. Well, Fred was telling me that you might need our assistance with either doing maintenance or fixing a problem with your heating or air but I thought he was probably just exaggerating. You don’t want to get any maintenance on your HVAC system done do you?’

OR

‘Ernie if I had to guess, I would say you’re heating and cooling system works just perfect correct?’

OR

‘Ernie, Fred tells me that your home is absolutely dust free and that allergies are NOT a problem for you is he correct?’

Always frame you question with a negative outcome to reverse the selling process. Remember in our system you are NEVER selling anything. The customer must sell you. Ask a question with an answer that is opposite of what you want to hear and you will have either an agreement on something (Which keeps you on the phone a bit longer) or a disagreement such as this… ‘No, I have a huge problem with dust. My daughter has severe allergies!’

YOU: ‘What would you like me to do then?’

THEM: ‘Get over here and solve this problem.’

The referral IQ test is simple. When someone asks you how’s business?’ How do you position yourself and what do you say? Do you ask for help? Or do you brag about how great you are supposedly doing? No one wants to help somebody who is already doing just fine. But if someone is struggling we can’t wait to help. Tell your customer that you need their help today. You might just get what you ask for.

Joe Crisara
www.contractorselling.com

We are pleased to announce the launch of Blue Diamond Plumbing, a San Diego Plumber who provides drain cleaning, water heaters, toilet repair and other emergency plumbing services for homeowners on San Diego County.

The Bath & Kitchen Gallery today announced the launch of www.TampaKitchenandBath.com as an information portal for Tampa, Florida area home owners to find information about remodeling their homes, and home improvement tips. With articles being added almost every day and an online monthly newsletter of home remodeling tips the website is anticipated to quickly become Tampa’s primary resource web site for home improvement.

Future plans include educational guides on renovating your home, professional advice from local experts, and a question and answer forum for Tampa area homeowners.

The web site will be an invaluable resource for Tampa, Florida area homeowners in finding accessible information to address their home remodeling needs. Information will be efficiently categorized for easy navigation.

Joseph Ferrantegennaro, president of The Bath & Kitchen Gallery stated, “Our goal is to be the best home and family resource center and information portal for assisting all Tampa homeowners with their remodeling needs. The depth of knowledge and resources at www.TampaKitchenandBath.com is simple, concise and offers every homeowner some information about their home.”

About The Bath & Kitchen Gallery – Joe Ferrantegennaro, owner and lead designer, has 20 years of experience in the construction business. He is a general contractor, which means you make one phone call and he handles the entire remodeling project from there. Joe has found his passion in design and customizes every project to the lifestyle and personality of that particular customer. They offer free consultations and estimates that give you the opportunity to have a glimpse of the potential your bathroom holds.
The Bath & Kitchen Gallery has a showroom that offers a selection of various tiles, flooring, fixtures, countertops and cabinetry, all to be customized to your specifications. With their number one source of business being referrals from happy clients, they strive to create a beautiful environment for your day-to-day life, but also enjoy developing a lasting relationship with you the customer that often results in repeat business. The Bath & Kitchen Gallery also designs kitchens, offices, closet organizers and much more. Come enjoy a remodeling experience that promises to be pleasant from beginning to end.