Presenter: Dave Yoho & Brian Smith of Dave Yoho Associates

Archive Date: March 13, 2012

View Recorded Webinar Now!

So picture this in your mind… you make a great presentation, the prospect seems to love your product and what it can do for them, it appears that they have the funds necessary to do the deal… and then they open their mouth and you are expecting to hear a resounding YES! But instead, they say “we want to think this over” or “we plan to get 3 estimates” or “it seems like too much money”! These 3 phrases have killed more deals in our industry than you can imagine.

But guess what? These 3 classic responses are NOT objections!! They are simply proof that you haven’t discovered the REAL objection that’s causing them to stall. Truly professional salespeople become masters at discovering these ‘real’ objections which is a direct path to a closed sale and happy customer.

That’s exactly what is discussed in this fast paced session presented by Dave Yoho and Brian Smith, from Dave Yoho Associates. You CAN increase your salespeople’s closing ratios dramatically by sharpening their sales skills. In this webinar, you will learn how to discover, overcome, neutralize and PROFIT from your prospect’s objections. Objections are actually a skilled salesperson’s best friend but ONLY if you have developed the skills to deal with them in a positive manner.

During this important webinar you will discover…

• Why salespeople “fail to close” when they hear statements such as “we’ll get back to you” – “we’ll think it over” and similar and what to do about it
• How to easily convert procrastination into objections which are definable and solvable (a key to sound sales practices)
• Learn what 99% of all objections are centered around (a good thing to know)
• Discover the 5 step system to understand, define and respond to almost all objections
• Tips to help you use your EARS as much as your mouth during the presentation (easier said than done)
• Why objectives can sometimes cause a salesperson to take a path of action which is NOT in their best interest
• How to “ask for the order” in a manner that is not offensive or uncomfortable
• A simple process to avoid certain objections that can’t be overcome
• And yes, you will learn what to say when your prospect says “We want to think it over” (this alone will be worth your time)
• Much More!

To Sum Up… “Closing the Sale is the Natural Conclusion to The Satisfactory Completion of Each Step of a Sound Sales Methodology”. This webinar will focus on a very important step in the process – handling objections!

(don’t forget to turn up your computer speakers)

ABOUT THE PRESENTERS:

Dave Yoho, David Alan Yoho and Brian Smith are all top industry consultants and have decades of experience training salespeople in the remodeling/home improvement sector.

Dave Yoho Associates (DYA) is the oldest, largest and most successful consulting groups operating within North America. Since 1962, they have been dedicated to improving productivity and profit for their clients. They maintain a primary niche within the building products and home improvement industry. For more information about DYA visit www.daveyoho.com

View Recorded Webinar Now!

‘Tis the season for shows and events! Does your company use home shows and events to generate leads for your home improvement business? If so, are you getting as many leads as you can and should get?

The most common answer to these two questions is yes and no, YES… we do events and home shows and NO… they don’t produce as many leads as they did in the past!

In this information packed webinar Rich Harshaw, CEO of Monopolize Your Marketplace and top industry consultant, will discuss many important issues.

In this important webinar, you will discover:

• Develop a productive system, a formula if you will, to maximize your results
• What is an effective “interruption device” and why you must have one
• What important lesson your staff can learn AT the show/event
• Which staff members should be working at your booth and which ones shouldn’t
• How you can pre-promote the show/event and force prospects to search you out
• Prepare for the event/show so that your materials needed for set up are in the right place
• Prepare the people manning the booth so they’re scripted and rehearsed on what to say what to wear and what to do to generate leads
• What an “Attraction Device” can do for your results
• Why it’s important to understand that your competition is NOT the other companies in your category
• Coordinate with your call center to set leads on the spot
• How to be proactive versus passive in your approach to generating leads at the event
• Important tips on closing show/event leads
• Much more!

Get Your Show and Event Marketing in Place for 2012!

Don’t fall into the trap of just ‘winging it’. View this special webinar will be sure to get your business off to a great start and continue your success throughout 2012.

(don’t forget to turn up your speakers)

ABOUT THE PRESENTER:

This Month’s Expert: Rich Harshaw, CEO of Monopolize Your Marketplace

Back for a return engagement, we are pleased to have Rich Harshaw be our presenter for this important session on marketing and lead generation. Rich is a marketing pro with many years of marketing experience. Rich has spent the past 5 years consulting with many of the top remodeling companies in the country so he KNOWS what works and what doesn’t!

In addition to being the author of the hardback book “Monopolize Your Marketplace”, Rich also contributes articles to the leading industry publications and speaks at many national industry events.

WEBINAR BROUGHT TO YOU BY:

Visit BUSINESS GROWTH SERIES to learn about the next webinar.

Presenter: Dave Yoho, David Alan Yoho & Brian Smith of Dave Yoho Associates

Archive Date: January 31, 2012

They say that “leads are the lifeblood of our business”! And they are right!

View Recorded Webinar Now!

In fact, in a recent survey conducted with thousands of home services companies, 78% of respondents indicated that ‘consistent lead generation’ is currently their biggest business challenge. Wow!

But hold on… further investigation indicates that lead conversion (to sales) just might be the REAL issue here. We are talking about the WHOLE process including generating the initial inquiry, setting solid appointments, achieved high ‘demo rates’ and finally closing the sale. The successful companies of today are the ones that excel in ALL aspects of this marketing/sales process and realize that they are all interconnected.

Join Us for This Important Webinar on Lead Generation and Conversion!

That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho, David Alan Yoho and Brian Smith from Dave Yoho Associates. You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation and Conversion for your company… this session is for you! It will focus on what is REALLY working in the field to generate leads and convert them to sales in 2012.

During this important webinar you will discover…

• Why most scripts for lead intake and appointment setting fail and how to improve them
• The reasons why most canvassing programs fail
• How to make “radiation marketing” work every time
• Solid ideas on how to sell against the “doom and gloom” prophesies of television and the press (especially in an election year)?
• Benchmark statistics on acceptable percentages of your repeat, referral, rehash business in relation to your total
• How to effectively stimulate more “self generated” leads
• The “how-to’s” of profitable “Face-to-Face” Marketing (canvassing, shows/events, showrooms, SFI)
• A confirmation process which increases in-home presentation (demo) rates yet doesn’t offend your customer
• Why you need to go beyond having a “rehash” program and the role your database plays
• What role scripts play in converting a raw inquiry to a solid, set appointment
• What is a nebulous lead? (and why you HAVE to treat them differently than other leads)
• Much More!

To Sum Up… If you’re not generating enough leads for your salespeople AND/OR if your lead and marketing costs are too high, don’t miss this important educational event. Let us give you actionable ideas on how you can ‘go beyond lead generation’ and generate more leads that convert to sales!

(don’t forget to turn up your computer speakers)

ABOUT THE PRESENTERS:

Dave Yoho, David Alan Yoho and Brian Smith are all top industry consultants and have decades of experience training salespeople in the remodeling/home improvement sector.

Dave Yoho Associates (DYA) is the oldest, largest and most successful consulting groups operating within North America. Since 1962, they have been dedicated to improving productivity and profit for their clients. They maintain a primary niche within the building products and home improvement industry. For more information about DYA visit www.daveyoho.com

Presenter: Dave Yoho & David Alan Yoho, Dave Yoho Associates plus 3 guest industry experts!

Archive Date: December 13, 2011

Remember the good ole days when lead generation was EASY and CHEAP?

Part 2: View Recorded Webinar Now!

You placed an inexpensive ad, the phone rang, you set an appointment and your salespeople closed the sale… repeat process!! Well, here’s a news flash for you… TIMES HAVE CHANGED! But here is the good news… it still can be simple and inexpensive to generate leads if you crack today’s lead generation code! The trick is to know what works and what doesn’t in today’s new marketplace.That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho and David Alan Yoho, from Dave Yoho Associates along with other guest industry experts. You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation for your company…this session is for you! The webinar is part 2 of a 2 part series and will focus on what is REALLY working in the field to generate leads.

During this important webinar you will discover…

• Creating new methods to get response from leads received via the internet (why your email responses aren’t working)
• You have a website, so why isn’t it producing sufficient leads?
• Why most scripts for lead intake and appointment setting fail
• “Call back scripts” for rehash – and – cancel/saves
• Is “print” and “Yellow Pages” advertising dead?
• How to make “radiation marketing” work every time
• More on social media and Google applicable to businesses of any size
• How canvassing, shows, events (face-to-face marketing) can acquire a better issue and sit rate
• What impact your ‘response time’ has on your internet leads (this will stun you)
• Methods to increase your referrals
• The right mix between “Online” and “Offline” marketing strategies
• Much More!

To Sum Up… If you’re not generating enough leads for your salespeople AND/OR if your lead and marketing costs are too high, don’t miss this important educational event. Let us give you actionable ideas on how you can CRACK the CODE on your lead generation efforts!

(don’t forget to turn up your computer speakers)

ABOUT THE PRESENTERS:

Dave Yoho, David Alan Yoho and Brian Smith are all top industry consultants and have decades of experience training salespeople in the remodeling/home improvement sector.

Dave Yoho Associates (DYA) is the oldest, largest and most successful consulting groups operating within North America. Since 1962, they have been dedicated to improving productivity and profit for their clients. They maintain a primary niche within the building products and home improvement industry. For more information about DYA visit www.daveyoho.com

Let’s face it… Our business is changing at warp speed… especially things related to marketing, advertising and sales. As 2011 winds down, it’s a great time to “reflect”, “regroup” and finally “repurpose” your business for 2012.

View Recorded Webinar Now!

In this webinar, Tim Musch, Director of Business Development from MarketSharp will detail the five basic steps to effective planning to help level out the peaks and valleys in your business and provide a steady flow of ‘ready to buy’ leads. At the conclusion of this webinar, you WILL be able to plan out an effective marketing program for 2012!

And get this… we will show you a way to grow your business by 61% in 2012 while only getting 10% better at what you do! Really, we will!

We will brainstorm strategies and tactics designed to flat out WORK in today’s marketplace. As a bonus for attending, you will receive three powerful planning and implementation tools (these are VERY cool) absolutely free that will help make achieving your 2012 goals a breeze.

In this important webinar, you will discover:

• What is ‘Goal #1’ and why it is critical to your success
• Specific, actionable ideas to separate yourself from your competition
• Where to find ‘ready to buy’ leads at a reasonable cost
• Why you can grow your business in spite of our soft economy in 2012
• How to set and achieve practical goals
• Why do you need a plan and how to start building it
• Tools needed to develop a useful marketing plan
• Reporting ideas to measure the effectiveness of your plan
• What percent of sales should you spend on advertising to meet your goals
• How many jobs you have to sell to meet your goals
• How many leads you need to generate to meet your goals
• Why using a ‘marketing calendar’ to schedule your marketing events is so important
• How to allocate monthly marketing expenditures for each advertising source
• Simple methods to track actual marketing expenditures by month
• How to use the Planning Spreadsheet to track and manage your plan. The Planning Spreadsheet is an Excel program provided to all webinar attendees free of charge!

Get Your Marketing Efforts in Place for 2012!

Don’t fall into the trap of just ‘winging it’ for 2012. Take a look at this special webinar will be sure to get your business off to a great start for 2012.

(don’t forget to turn up your speakers)

ABOUT THE PRESENTER:

This Month’s Expert: Tim Musch, Director of Business Development, MarketSharp Software

Tim has spent the last 25 years developing and refining computerized database marketing systems for the remodeling industry. Prior to that, he spent 15 years gaining experience in a family owned remodeling company in Central Wisconsin. Currently, Tim is Director of Business Development for MarketSharp Software located in Lacrosse, WI. MarketSharp has supplied computerized marketing solutions to over 2600 of the country’s most successful remodelers including of 42% of Qualified Remodeler’s Top 500.

Over the past few years, Tim has spoken to hundreds of groups building the case for the benefits of systemizing remodeler’s businesses. Tim’s formal education includes a degree in Marketing.

WEBINAR BROUGHT TO YOU BY:

Visit BUSINESS GROWTH SERIES to learn about the next webinar.

View Recorded Webinar Now!

Remember the good ole days when lead generation was EASY and CHEAP? You placed an inexpensive ad, the phone rang, you set an appointment and your salespeople closed the sale… repeat process!! Well, here’s a news flash for you… TIMES HAVE CHANGED! But here is the good news… it still can be simple and inexpensive to generate leads if you crack today’s lead generation code! The trick is to know what works and what doesn’t in today’s new marketplace.

That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho and David Alan Yoho, from Dave Yoho Associates along with other guest industry experts.

You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation for your company…this session is for you! The webinar is part 1 of a 2 part series and will focus on what is REALLY working in the field to generate leads.

During this important webinar you will discover…

• How to attract the “little or no” competition lead
• New methods to overcome high costs and low performance
• Methods to properly identify the type of lead your salespeople can sell
• The reasons why most canvassing programs fail
• How to make “radiation marketing” work every time
• How to effectively stimulate more “self generated” leads
• How much you should budget for your lead generation efforts
• The “how-to’s” of profitable “Personal Contact” Marketing
• A confirmation process which increases in-home presentation (demo) rates yet doesn’t offend your customer
• Why you need to go beyond having a “rehash” program and the role your database plays
• What role scripts play in converting a raw inquiry to a solid, set appointment
• The right mix between “Online” and “Offline” marketing strategies
• How internet leads differ from other types of leads and why they must be handled differently
• Much More!

To Sum Up… If you’re not generating enough leads for your salespeople AND/OR if your lead and marketing costs are too high, don’t miss this important educational event. Let us give you actionable ideas on how you can CRACK the CODE on your lead generation efforts!

(don’t forget to turn up your computer speakers)

ABOUT THE PRESENTERS:

Dave Yoho, David Alan Yoho and Brian Smith are all top industry consultants and have decades of experience training salespeople in the remodeling/home improvement sector.

Dave Yoho Associates (DYA) is the oldest, largest and most successful consulting groups operating within North America. Since 1962, they have been dedicated to improving productivity and profit for their clients. They maintain a primary niche within the building products and home improvement industry. For more information about DYA visit www.daveyoho.com

View Recorded Webinar Now!

Question: Are you finding that generating enough leads for your business is getting tougher and tougher?

If you’re like most remodelers, the answer to the above question is probably a resounding… YES! Lead costs are rising dramatically. Additionally, ‘marketing clutter’ has substantially diminished response rates on the ‘tried and true’ advertising/marketing methods of yesteryear. Bottom line… LESS results while spending MORE money!

So what gives? Is there a solution to this industry-wide dilemma?

Fortunately YES!… and that’s exactly what we will be discussing in this fast paced webinar presented by Rich Harshaw, author of “Monopolize Your Marketplace” and top industry consultant. Rich has identified 5 specific strategies that will all contribute to a much higher conversion rate of the leads you are currently generating! The good news is that your competitors are likely NOT taking advantage of these strategies.

In this important webinar, you will discover:

• The story of the “Ignition Code”… How to effectively separate your company from your competition (without this… you’re dead in the water)
• Increase Your Closing Ratio 10% to 50%… by using a deceptively simple marketing tool that helps convert prospects to YOU before your sales person ever sets foot in their door. This ingenious nugget will also drastically reduce cancelled appointments if that’s been a problem for you.
• Collecting and Using Online Reviews… testimonials are sooooo 2008. Your prospects want to see unfiltered user comments and reviewed provided by 3rd parties. Learn how to use this weapon to instantly outcompete your competition, regardless of how high your prices are.
• Phony Baloney… When was the last time you put conscious thought and effort into the way you handle prospects and customers on the phone? Well that’s too long! Rich will give you two itty-bitty nuggets that can make a huge difference in the way your company is perceived… and whether or not some of your prospects do business with you.
• Social Media Blunders… everyone’s talking about Facebook and Twitter, but nobody really seems to know how to use them the RIGHT WAY. And many remodelers avoid the topic altogether simply because they don’t know what to do. Find out what social networks you should be on, what you should post, how often you should post, and what to AVOID posting. Interested? You should be!
• Web Conversion Weapons… somebody clicked on a link to your site… then 1.3 seconds later clicked away. What the heck!?! Find out how to make traffic STICK and want to absorb your entire website. 3 simple rules make 95% of the difference… learn them on this webinar.
• Follow-up Gold… Methods to easily put your follow-up efforts on autopilot (60% of your unsold leads WILL buy from some company within 1 year – it should be you!)
• Speed Sells… Find out why your response time is critical with web leads and how you can easily increase your web page visitors to solid, set appointments by 1000%
• Much More!

It Really Is TIME To Sweat the Small Stuff!

In today’s “New Normal” it’s all about EFFICIENCY! The companies that set out to identify and execute many of the ‘little things’ that separate themselves from their competition will be the winners. Be sure to join us for this thought provoking webinar.

(don’t forget to turn up your speakers)

ABOUT THE PRESENTER:

This Month’s Expert: Rich Harshaw, CEO of Monopolize Your Marketplace

Back for a return engagement, we are pleased to have Rich Harshaw be our presenter for this important session on marketing and lead generation. Rich is a marketing pro with many years of marketing experience. Rich has spent the past 5 years consulting with many of the top remodeling companies in the country so he KNOWS what works and what doesn’t!

In addition to being the author of the hardback book “Monopolize Your Marketplace”, Rich also contributes articles to the leading industry publications and speaks at many national industry events.

WEBINAR BROUGHT TO YOU BY:

Visit BUSINESS GROWTH SERIES to learn about the next webinar.

Would You Like To Increase Your  Repeat/Referral Business by 25% or More?

View Recorded Webinar Now!

Don’t You Just LOVE It When…
… Your phone rings and it’s one of your past customers telling you about their brother who’s ‘ready to go’ with a project just like theirs?  Or how about seeing a past client at a home show who wants to go ahead with the rest of the windows in their home?

Repeat and Referral Business! It just doesn’t get any better OR more profitable.  But the question is… Are you getting as much repeat and referral business as you can?  Chances are, you’re NOT!  I can tell you without hesitation that most businesses don’t get anywhere near the referrals and repeat sales they could be getting, or should be getting. And more than likely, your business is no exception.

For most home improvement companies this an opportunity that could be worth thousands, maybe even hundreds of thousands in additional sales and profits.  Some companies are getting 30%, 40% or even 50% of their business from past customers and referrals!

How?  That’s exactly what Tim Musch from MarketSharp Software and Brian Kaskavalciyan from gFOUR Marketing Group will be presenting in this timely webinar titled “Maximizing Lifetime Customers: The 5 Step Action Plan for Driving More Referral and Repeat Sales!”.

During this important webinar you will discover…

• The #1 reason you don’t get as many referrals and repeat business as you could be getting… the answer will surprise you
• How one company uses surveys and inspections to get more sales from past customers… and how you can implement this simple strategy today
• A proven 5-step action plan for multiplying your best customers so you won’t have to rely on “luck” or accident to get more referrals and repeat business from your best customers
• How to leverage your MarketSharp program to predictably generate more repeat and referral business
• How to effectively motivate your customers to TALK about your company without begging them to do so (it’s easier than you think)
• The 3 reasons why most referral “programs” fail (you’re probably doing them now)
• Most Importantly – How you can put your referral and repeat strategies on autopilot
• Much More!

(don’t forget to turn up your computer speakers)

A 60 Minute Glimpse of MarketSharp M – Remodeling CRM Software!

View Recorded Webinar

It’s really time to ‘rethink marketing’ as we’ve known it. Consider this… over the past few years the way people buy has changed dramatically, but, most companies are still using the same outdated strategies and methods in their way of doing business. This HAS to change!

In this special webinar, Tim Musch – Director of Business Development at MarketSharp Software, will detail easy-to-implement strategies guaranteed to result in more leads and more sales for your business. Online Remodeling Software, MarketSharp Software Webinar

See MarketSharp M – Live In-Action… you’ll get all the details about the AMAZING new features and functionality within the new web-based MarketSharp M! The best part… You’ll walk away with info on how to properly align your marketing and sales efforts with TODAY’s consumer which is critical for success in today’s changed marketplace.

Here’s a few key points you’ll discover in the webinar:

• Get insight into every aspect of your business anywhere at anytime! That’s right, MarketSharp M is now a secure Web-Based application
• Systemize and automate ALL your business practices – quickly assign tasks, but now you can Design Custom Workflows to streamline your business activities.
• Organize your team for optimum efficiency – MarketSharp M is Role Based.
• Yes, a brilliant Calendar and Scheduler means much more practical functionality!
• The new version allows One-To-Many Relationships which means you can easily see all inquiries and appointments under one contact record, as well as multiple jobs under one customer record.
• Advanced Reporting functionality allows you to customize reports so you get the exact information you want in real-time. Plus built-in ‘Dashboards’ to keep you on track!
• Here’s the best part… MarketSharp M has retained and expanded the explosive marketing power!
• Plus SO Much More!

Learn more about Marketsharp^m… click here!

View the EPA's RRP Certification Guide

Check out this helpful video, released by the EPA, that contains a quick and simple explanation of the RRP Certifications Guide. It explains in detail how home improvement companies can comply with RRP requirements in 3 easy steps:

1. Determine if a home improvement company needs to apply to the EPA and/or to its state of business
2. Directions on filling out the EPA RRP Certified Firm application
3. Where to find a renovator training class

As a contractor, you play an important role in helping to prevent lead exposure. Ordinary renovation and maintenance activities can create dust that contains lead. By following the lead-safe work practices, you can prevent lead hazards.

For more information about this subject: www.epa.gov/getleadsafe

The Easy TOOL to offset the Hard RULE!

Remember… MarketSharp software launched a Lead Paint Compliance (LPC) module – a utility for maintaining renovation record keeping and proper documentation required by the EPA’s new Repair, Renovation and Painting (RRP) Rule.

The LPC module in MarketSharp software was created based on tremendous feedback from existing remodeling clients having extreme difficulty meeting the record keeping and documentation compliance demands of the RRP Rule.  The LPC module enables contractors to record and track lead paint details, customize and print required forms from a template library of RRP documents plus store the signed/completed forms and documentation as readily available attachments.

Click here to view a short video about the the MarketSharp Lead Paint Compliancy Module.