Vol. 2 - Issue Number 3 | 01-19-09
Another New Year and more opportunities at hand!
The NRGCA wants to put you and your gutter company at the front of the pack this year!
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In This Issue
Sales & Marketing: Top 10 Sales Killers
Installation Tip: Don't Forget the Drip Edge
Weekly Safety Tip: Hazzard Communication Program_____________________________________________________
Top 10 Sales Killers
Part 1Part 1 of a 2 part series. Here are the first 5 Sales Killers, next week, the final 5.
Hey, listen! Don't make the same mistake that the other salesmen made. As challenging as the business of selling might be for some, losing sales is unbelievably easy. Learn from the mistakes of others so you won't have sad stories to tell.
Killer #1: Lack of professional appearance. If you want people to listen to you and heed your advice regarding your gutter company you have to come across--both in appearance and demeanor--as a professional expert. This means that you're appropriately groomed. You walk with confidence. People will buy from you based more on your conviction and enthusiasm for your company than they will your gutter knowledge.
Sales Killer #2: Talking too much. When you're talking, you're telling. When you ask questions to get clients talking about their needs, you're selling; you're finding out what they want to own. Only then can you guide them to the right product or service.
Sales Killer #3: Your vocabulary. Words create pictures in our minds. Certain words that are inherent to selling turn people off. For example, try not to use words that sound binding like "contract" or "bottom line". If appropriate, call your contract an "agreement," "form" or "paperwork." The mental image is less threatening. Think about the words you use and replace any negative word-picture images with gentler, more positive ones.
Sales Killer #4: Not investing time in building rapport. Good rapport builds trust. No one will want to make a purchase from someone they don't like and trust. Don't just jump right into a presentation on your product. Get to know your customer a bit.
Sales Killer #5: Lack of a qualification system. A certain percentage of the people you talk with won't be good candidates for your product or service. If they don't have the need or the money for your product or service, there's no sale. Your challenge is to figure this out as early in your communication with them as possible. Come up with at least three or four questions, the answers to which will tell you if they're qualified to own your offering.
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Last week we talked about how to properly install gutter on T style drip edge to protect your customers facia and ultimately your reputation and image as a gutter company. This week we will talk about installing gutters on C style drip edge.
I have seen many C drip installations where the installer just pushed the gutter up to the bottom of the drip edge and secured it as is. inst.tip.1-1.19.09Guess what, the first heavy rain we get the customer is calling and complaining that the gutter isn't catching all the water or that the visual appearance of the gutter looks to low. And as you know every time we have to return to a job our profit goes down as well as your company image. Installing the gutter below the drip edge also makes it very difficult to install many types of gutter hood properly.
To install gutters properly on C drip edge simply cut each end at the front edge of the C drip to just below the roof line and squeeze the bottom edge up so it rolls around and touches the inside. You should then cut a small notch on each outside edge so you can get the gutter up as high as possible. The important thing to remember is that no part of the drip edge should be touching bare wood as the water will wick to these areas and eventually rott the fascia.
When securing the hangers it may also be necessary to notch the drip edge at each hanger location so you don't install the hanger on a slope. Installing the hanger at an angle will pull the bottom egde of the gutter away from the fascia as well as reduce the strength of the hanger.
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CLICK HERE TO VIEW THE SAFETY TIP FOR THIS WEEK
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Each week we bring relevant information on 3 subjects that are pertanent to Gutter contractors; Sales/Marketing, Installation/Production & Managing your company. Also we provide a weekly Safety Training Outline to help you comply with your Local, State & Federal safety regulations.
We are excited about bringing this informative newsletter to you and hope that you enjoy it. If you have question we can help you find the answers
Sincerely,
Tony Cobb
National Rain Gutter Contractors Association
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Quote of the Week
'Do you know what
a pessimist is?'
'A man who thinks everybody is as nasty as himself, and hates them for it.'
George Bernard Shaw
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Professional Gutter Contractors helping Professional Gutter Contractors!
nrgca.org/forum
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Would you consider going on a Carribean Cruise?
What could you learn from 40 to 50 other Gutter Contractors?
The NRGCA is checking to see if there is enough interest to make it happen!1. 4-5 Days or 7 Days
2. Jan or Feb 2010
3. West Coast or Carribeantony@nrgca.org
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Just a little humor
One Sunday morning, the priest saw little Davey staring up at the large plaque that hung in the church's foyer. The plaque was covered with names and small American flags were mounted on either side of it.
"Father Donovan," the boy asked,
"what is this?""Well, son, it's a memorial to all the young men and women who died in the service," the priest explained. They stood together quietly, staring at the memorial plaque.
Little Davey softly asked, "Which service? The 9:00 or the 10:30?"