Nurturing a replacement window lead

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1. Nurturing a Window Lead 2. 2 Cost of Acquiring a Customer New leads feed your business pipeline and therefore are essential to your company’s success 3. 3 Cost of…
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  • 1. Nurturing a Window Lead
  • 2. 2 Cost of Acquiring a Customer New leads feed your business pipeline and therefore are essential to your company’s success
  • 3. 3 Cost of Acquiring a Customer According to industry sources, the average cost of acquiring lead can vary from $220* to $350** and up *http://www.slideshare.net/pwinchwilson/window-lead-system-presentation **http://www.squidoo.com/how-to-generate-home-improvement-leads
  • 4. 4 Nurturing the Lead Phone Contact Immediate contact is paramount. Customers in today’s world of technology have become accustomed to and expect immediate responses. How fast you respond is in direct correlation with the customer’s perception of your company’s professionalism. Call immediately upon initial contact. Introduce yourself and your company, making sure to leave a message each time you call. You only get one chance to make a first impression. Be courteous, respectful and professional in your verbiage.
  • 5. 5 Nurturing the Lead Email Contact When email contact information is provided by the customer, follow up via email and phone jointly. Timeliness is extremely important. Call first, with an immediate email follow up. Your email should thank them for their interest in learning more about Simonton windows. Introduce yourself and your company. It is ok to add a small value statement about your company in your email. For example; • Taking care of homes since 1979 • Over 5000 satisfied customers • A+ standing with the BBB Be sure to include both your email and phone contact information.
  • 6. 6 Nurturing the Lead Statistics Persistence is key to your success. Call and email daily until you get the appointment or until they tell you to stop. Some compelling information about persistence: • 44% of companies give up after one contact • 22% give up after two contacts • 14% give up after three contacts • 12% give up after four contacts That means that 92% of companies give up after four contacts and only 8% of companies even attempt a fifth time. When you consider that 80% of prospects need 5 attempts to commit, only 8% of companies are getting 80% of the appointments Statistics from http://www.marketingdonut.co.uk
  • 7. 7 Nurturing the Lead Best Practices Have a professional sounding email address such as AcmeWindows@gmail.com, not MustangLovr@cheapweb.com. Make it easy for the homeowner to schedule the appointment. Give two or three options. “Will Tuesday at 6:00 work, or is Thursday at 7:00 better?” If you do not run ‘one-legs’, explain why. Approach it from an ‘all decision makers must be present’ perspective. If a customer promises to call you back, suggest a date and time for you to follow up instead. Be sure to follow up at that agreed upon time.
  • 8. 8 Nurturing the Lead Tidbits Understand that the customer will not rearrange their life to accommodate your schedule. Be as flexible as possible. Know that the customer is often compelled to schedule with several companies. Customers most often book an appointment with the first company to make contact, not who they attempted to contact first. Keep your company ‘online searchable’ – with good reviews.
  • 9. Contact Information 9 Doug DeLuca is a National Trainer with Simonton Windows. He can be contacted at Doug_DeLuca@Simonton.com
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