*A special thanks to our integrator partners Haley Vick at EagleView and Tom Basch at Leap for their input on this topic!*
In this segment of the Contractor’s Survival Guide, we’re going to walk through a number of specifics around your business and how we can potentially help your sales operations. You’ll learn some great tips and tricks on how to facilitate moving your outside sales organization into an inside sales organization and more.
Provide Structure with a Template
Our first topic of discussion is around providing a structure with a template for your sales team. You can break up their day into very specific blocks for them and help them identify that by facilitating them into lists, calendars, prioritization, and more. You should also set at least one goal per block and avoid switching the block-oriented routines.
One of the best practices for contractors to do from home is to practice. Many companies have really good sales presentations or processes. When switching from being at work to being at home, it’s really important to practice each of those steps.
The next step of this is to digitize any stage and stuff that you don’t already have digital. For many contractors, this stuff could be contracts, pitch books, presentations, or other materials that need to be digitized. Follow your sales process closely and fine-tune it for when you start selling remotely. Get good at following up with your customers as well so you can put together a good plan for moving your lead forward.
Another suggestion for providing a structure with a template is to have consistency. Create a workflow for each job and continue using tools to help you keep on track and create dialogue, whether that’s a CRM software like JobNimbus, Leap, or EagleView. You can use these tools to engage with homeowners whenever possible to build a trusting relationship with them.
Another thing is to have a routine. Don’t use your remote work as a way to get distracted. Make sure to keep a to-do list and stay focused.
Lastly, confidence is key. Consistency and routine will help you stay confident and win the job. Customers will also gain confidence in you if you show confidence in yourself.
Let Technology Drive Success
Get the proper technology needed to help your sales team feel comfortable and confident to do their job from home.
Other than the simple things like a computer or headset, you might need more complex tools like a CRM or project management tool, along with the integrations that come with it, to optimize throughout this period.
You can also use technology to keep customers engaged via video conferencing tools. You’ll also want to use measurement reports via tools like EagleView to get accurate quotes for your customers and show them visuals in your reports to show them you know their roof and what it takes to repair it.
Find technology that works well with the tools you’re already using. Many systems will work together so that you can leverage your integrations and eliminate entering the same data more than once. You should also automate your steps of the process so that sales can sell, marketing can market, and production can produce.
Negotiating Virtually and Misperceptions
There are a number of misperceptions based around negotiating virtually, however, we negotiate virtually all the time. Negotiation doesn’t always happen in person. You don’t necessarily need to facilitate your sales team’s negotiation methods because they probably know the best way to do it themselves. However, you can help facilitate your sales team to be problem solvers. For example, if the right tool or material isn’t with them, help facilitate how they can be problem solvers from home and focus on what they can control. Leading customer communication is also going to be a key component in negotiating virtually.
Next, help your sales team sell virtually. When communicating with a customer, you really want to focus on what you’re saying and use visuals (images and videos) to tell your story. This will keep them focused on your message and listen to you. Invite your customers to participate. This includes having active pauses, asking them a question, and making sure that the customer is receptive to you’re saying. This will also help you prepare to facilitate the close.
Just because you’re moving away from face-to-face interactions doesn’t mean that your bottom-line has to suffer. Embrace your remote sales process and digital project management. While doing so, you should find what works best for you and your customers, use your resources, and be optimistic about the change. If you can do this, you’ll be in a much better position than businesses that are hesitant to adapt during this uncertain time. It will make an impact on your confidence and ability to succeed.
To watch the full webinar on this topic, you can view it here. You can look forward to our next webinar of the Contractor’s Survival series on Lead Generation, which will go live on April 2nd @ 9 A.M. MST. Be sure to register for our webinar series to learn more best practices and solutions for managing your business from home.