Sales phases for Building services

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right welcome back again this is Ryan Groth with follow up our alongside Greg Wallach a best roofing and we're gonna talk about this next important step of building an amazing successful sales organization is defining the sales process okay so Greg why is that so important and why is that in this conversation well processes drive consistent behavior okay so when a lead comes into your organization when it comes to in it should flow systematically through the organization so that the functionality of whatever is done in that process gets done effectively each time so let's talk about kind of let me walk you through what a sales process would look like here best roofing ring ring yeah phone call email comes in and inquiry comes in yep okay do you think we bid everything why not yeah why not no no the first thing we do when an opportunity presents itself is we pre-qualified and we prequalify it based on who we have defined ourselves as and who are we going to wait you guys uh you know I live in you know Fort Lauderdale give me fix my my leak in my house ya know we probably wouldn't do that right probably wouldn't do that so we first thing we always do is we prequalify it after we've pretty qualified it and we know whether we're going to do it or not then it gets assigned to somebody now a lot of times a lot of times a lead will come in to somebody and to an existing client and you just you you skip that pre-qualifying step and you move right into that great rapport with them they do they're just wanted to come give them a price in yeah but if they don't have a relationship and it's and it's a new new opportunity it comes into the company we we have somebody who does that pre-qualification stuff after after that pre-qualification stuff then we assign it to somebody we assign it to an Account Manager and because we've separated estimating from account management or from sales we also assign a sales person to it then you got to have one person who's actually going to do the take-off um whether whether the take is the sales person or the estimator or a designated take-off person right gotcha right and if it's a new construction job or project plans you know yeah your estimators were usually going to do the take-off if if it's a project that needs to be surveyed in the field sometimes the estimator would go out on it but sometimes if you have enough of it where you can dedicate a person to it you have a dedicated person to it and then you define that process what's the take-off because you want the take-off coming back the same way all the time right right you want to if you got or hey or John you know the it's gonna come the same and you're not gonna have your consistency and integrity with every one of your opportunities right yeah then the next step is to do your estimate now I'm a real believer in estimate having an estimating system I've personally over the years I've used the system called the edge a great system I've you know I've been working with it for 25 plus years we have a database that's that's set up where no matter who the estimator is if the quantities the quantity takeoff is put in there you're gonna come out with you know the same price because it's got consistent units of production after the estimate is is put together then you have to draft your proposal and put that together now if it's a bid you know it's usually just filling fill in the blank put the number on it boom you know if you're transaction-oriented you just send it out and in a wait to hear from somebody but you know if you're relationship focused you're gonna want to craft that presentation you want you're gonna want to put it into a format that is going to present itself to the client in such a way that hopefully they will find favorable okay and you want to do that in person if you can't always do it in person in person and then after what after what happens after that after that and and most of the time most of the time it's not a one called closed especially in the commercial commercial sign maybe on the residential side or maybe service sign but it's not a one cause combs so what do you do after that you follow up follow up and you always this is this is this is what we always say when is the most appropriate time for me to call you again and and or communicate with you again our follow up with you again and what's the most effective way would you like me to text you would you like me to phone you would you like me to email you would you like me to send a Pony Express I mean tell me what's the most effective way for me to communicate with you then oh gee I mean video text yeah you know yeah but communication and having a clear future going forward clear future that's huge that's big so when would you like for me to follow up with you and how would you like for me to do that really good stuff so that's so critical because the salesperson is now still in control of his future for the most part right right and it you know what on the other side when when you are interested and they hold you accountable to those next steps you're like man these people have they know what they're doing they're professional when you ask permission and then you follow up when you say you're gonna find them up your credibility goes up 11 zone you don't when you don't your credibility goes down I mean think about this let me tell you the other day I went in to buy my wife a new car and she test drove it we asked him for a an appraisal on the existing car we were going to trade it in this was on a Sunday come Monday never heard from this new car salesperson Tuesday Wednesday never heard from him I will not buy from that person just because I would go against my you know my feeling yeah my own dear hey I just couldn't do it I wouldn't give the person the order they could they ended up following up like on a Friday and I didn't even return their phone call because I didn't you know they were supposed to get with me on Monday so what the statistics they're you know they're nationally recognized that we talk about all the time is eighty percent of sales made on the fifty twelve contact right and you know so that's that's something that you know we teach you follow up you guys have seen the benefit the bountiful harvest from follow up and just the fact that picking up the phone and then asking when can we follow up again and what I love about that is your sales people are in control they're not a quote and hope sales guy anymore what we call bid and beg you know you just shoot it out and you just hope they call you back and I think you know what I've seen is some personalities and you know maybe those estimators introverted types they feel like they're bothering you when they're following up right right but then you know then they do or the sales oriented kind of person well but the problem is they never asked permission to start with see if you ask permission upfront when's the most appropriate time for me to follow up and what's the most appropriate way then when you do it they it you're respected now somebody wants to communicate totally but then you'll get the person is they'll say thank you so much for following up with me right and the other thing is 48% of all sales people they don't follow up they don't follow me what about picking up the phone you you know you're separating yourself from the competition so that's probably the most important part of building a sales organization no just kidding it's much more complex than that but really really good stuff and so defining the sales process really good talk