Hey I have a very unique question, I have been trying to find the answer but see nothing online about it. The question is what can a sales person do himself to generate extra leads when working for a company that is not giving enough qualified leads on a weekly basis? I’m very good at sales and have about 20 years in the trade, Quitting is off the table, my closing percentage is also in the 50 to 70 % however I’m only getting out to 5-8 calls a week due to horrible marketing and a service team that doesn’t produce many tech leads…replacing them is also not an option so i just want to take matters into my own hands and do some sort of marketing or lead generation of my own that can get me an extra 3-10 appointments per week consistently. What advice would you give. I’m just starting to learn about social media as i am in my 40s and never really used it or wanted to use it. Also the company is on their 5th lead generation company in the past 3 years that is not working and they don't want fire and try a 6th …
Took note of this and will try to make a video soon… Basically to me it comes down to taking complete responsibility. What if it was all on you. 1. get really hardcore about social media, brand yourself as the ‘go to’ person for your trade. Give simple solutions and entertaining content around things homeowners would want to know. You could make endless leads happen for you this way, if you simply create stuff you’d want that’s quick, entertaining and useful. 2. Figure out the people that could refer you (other home service providers, realtors, agents, anyone who spends time with your customer around the time they might buy) and then be useful to them (refer, take out to coffee, lunch - become their expert) we all want to know a guy, make it quick and painless for them to know you, and refer a few people to them a year and you start the flow. These tactics take years to crank up to weekly and daily leads, but they do really work, and if you want to be the best in your field it’s not just about work but by being an amazing communicator that cares about people, you will win over existing customers as well. Ask for referrals from them, perhaps reward them. Ask them to review and refer every time. This all may seem hard but in the end it’s indeed the answer. If you master all these things or at least try daily to get better with them for a few years and are consistent daily, your personal lead flow will exceed the leads your company will give you and your options increase. Get around better and better people by taking more responsibility and making a pt to rub shoulders with people also doing similar things often.
If you want to know how to generate leads let me give you my idea I hope you don't live and then Seattle market because that's where I am. generate leads what you do is this You get some business cards printed up with your name you call yourself a comfort advisor You don't put your company name that's very important and on the back of the card you write down "$250 minimum up to $1,000 cash or TO backslash referrals for new systems" You then keep those cards with you and you hand them out to every single HVAC and plumbing service contractor you see handyman anybody and anybody that gives you a lead that leads to a sale you promised them cash based on the amount of sale with a minimum of $250 You can adjust the amount for your market but you got to make sure it's at least more by $50 than what the tech TO rate would be for that shop. In other words if an HVAC tech has a company that will give him $200 for a new system turnover then you need to make sure you're paying at least $250. They may end up calling you for turnovers rather than their own company and the non HVAC service people like plumbers and handyman they're going to happily call you I do this in reverse I have a couple of painters that will give me a 10% of the job and whenever I have a customer that needs paint I always refer them to the painters and they're a licensed contractor that do great paint drywall You will get business from this if you do it Yes they people are not supposed to be handing out business from their own company but cash talks
I can't believe you didn't push back against this guy when he claims you have to be a technician for 5 years to understand how an HVAC system works into selling This is pure BS!!!
@@SVThailand thanks so much, thats a great idea, I'm not in Seatle LOL! i did not understand the part "or TO backslash referrals for new systems" but think I get the just of it. I was hoping for some advice on how to social media market myself but I can use that idea.
Not totally true.. all of my most successful guys were cars and solar salesman and the ones that do the worse are the ex technicians because they talk their way out of a sale , they get too technical with customers and lose them
I love this channel and I love the the host and the whole genre of this channel but I can't stand that he doesn't push back when he hears PS because he's such a nice guy and this guy is full of a lot of BS when it comes to the amount of experience you need You don't need to be an ex-technician of a day much less 5 years in order to properly design and sell comfort systems it's absolutely ridiculous for him to say that but he's coming from the perspective of an owner you can clearly tell and for me this guy would be a nightmare to work for
as a former technician in relatively new comfort advisor I can tell you right now that being a tech before becoming the salesperson can be very detriment al in the sales process and I don't think you need to be a tech at all to be a company advisor You can tell this guy's actually an owner it's kind of disingenuous to have him on here as a salesperson He's really and there's a lot of disingenuous vibe going on here. so if you're a good sales person and you can understand basics technical things man woman whatever some of the most successful sales people I've seen have never seen the inside of a HVAC unit don't take this guy's word that you have to be in tech and the idea that you have to train for 6 months to send somebody's house if you're a professional salesperson This is coming from an owner's perspective not a real sales person's perspective I'm not saying he doesn't sell what I'm saying is what he's saying is in an absolute perfect world for him it's absolutely not true and I think it should have come with a caveat That's one of the things I don't like about this channel is the guy doesn't push back because he's just so happy to have somebody on his channel talking
I can't believe you didn't push back against this guy claiming you need to be 5 years of technician in order to sell good people You don't need to be a technician at all to be an amazing salesperson who gives the proper products and properly designs a system This guy is a complete poser coming from the position of an owner not a sales person and I thought this is a sales based channel why don't you push back against these posers
Hey I have a very unique question, I have been trying to find the answer but see nothing online about it. The question is what can a sales person do himself to generate extra leads when working for a company that is not giving enough qualified leads on a weekly basis?
I’m very good at sales and have about 20 years in the trade, Quitting is off the table, my closing percentage is also in the 50 to 70 % however I’m only getting out to 5-8 calls a week due to horrible marketing and a service team that doesn’t produce many tech leads…replacing them is also not an option so i just want to take matters into my own hands and do some sort of marketing or lead generation of my own that can get me an extra 3-10 appointments per week consistently. What advice would you give. I’m just starting to learn about social media as i am in my 40s and never really used it or wanted to use it. Also the company is on their 5th lead generation company in the past 3 years that is not working and they don't want fire and try a 6th …
Took note of this and will try to make a video soon… Basically to me it comes down to taking complete responsibility. What if it was all on you. 1. get really hardcore about social media, brand yourself as the ‘go to’ person for your trade. Give simple solutions and entertaining content around things homeowners would want to know. You could make endless leads happen for you this way, if you simply create stuff you’d want that’s quick, entertaining and useful. 2. Figure out the people that could refer you (other home service providers, realtors, agents, anyone who spends time with your customer around the time they might buy) and then be useful to them (refer, take out to coffee, lunch - become their expert) we all want to know a guy, make it quick and painless for them to know you, and refer a few people to them a year and you start the flow. These tactics take years to crank up to weekly and daily leads, but they do really work, and if you want to be the best in your field it’s not just about work but by being an amazing communicator that cares about people, you will win over existing customers as well. Ask for referrals from them, perhaps reward them. Ask them to review and refer every time. This all may seem hard but in the end it’s indeed the answer. If you master all these things or at least try daily to get better with them for a few years and are consistent daily, your personal lead flow will exceed the leads your company will give you and your options increase. Get around better and better people by taking more responsibility and making a pt to rub shoulders with people also doing similar things often.
Oh and be in all the local Facebook groups answering q’s, referring others, and ideally getting other people to refer you when people ask about hvac 🤘
If you want to know how to generate leads let me give you my idea I hope you don't live and then Seattle market because that's where I am.
generate leads what you do is this You get some business cards printed up with your name you call yourself a comfort advisor You don't put your company name that's very important and on the back of the card you write down "$250 minimum up to $1,000 cash or TO backslash referrals for new systems"
You then keep those cards with you and you hand them out to every single HVAC and plumbing service contractor you see handyman anybody and anybody that gives you a lead that leads to a sale you promised them cash based on the amount of sale with a minimum of $250 You can adjust the amount for your market but you got to make sure it's at least more by $50 than what the tech TO rate would be for that shop.
In other words if an HVAC tech has a company that will give him $200 for a new system turnover then you need to make sure you're paying at least $250.
They may end up calling you for turnovers rather than their own company and the non HVAC service people like plumbers and handyman they're going to happily call you I do this in reverse I have a couple of painters that will give me a 10% of the job and whenever I have a customer that needs paint I always refer them to the painters and they're a licensed contractor that do great paint drywall You will get business from this if you do it Yes they people are not supposed to be handing out business from their own company but cash talks
I can't believe you didn't push back against this guy when he claims you have to be a technician for 5 years to understand how an HVAC system works into selling This is pure BS!!!
@@SVThailand thanks so much, thats a great idea, I'm not in Seatle LOL! i did not understand the part "or TO backslash referrals for new systems" but think I get the just of it. I was hoping for some advice on how to social media market myself but I can use that idea.
Treat everyone with kindness is key 🎯
This podcast can be a change agent for all contractors. Just be good humans!
100% absolutely!
Wow what a great episode!
Would have loved to hear your guest talk some. Thanks for the pod.
Damn! Still working on this, sorry
Much appreciated brother! 👊🏻
Thank you again! So much good stuff here!
Not totally true.. all of my most successful guys were cars and solar salesman and the ones that do the worse are the ex technicians because they talk their way out of a sale , they get too technical with customers and lose them
how do you fix that
I love this channel and I love the the host and the whole genre of this channel but I can't stand that he doesn't push back when he hears PS because he's such a nice guy and this guy is full of a lot of BS when it comes to the amount of experience you need You don't need to be an ex-technician of a day much less 5 years in order to properly design and sell comfort systems it's absolutely ridiculous for him to say that but he's coming from the perspective of an owner you can clearly tell and for me this guy would be a nightmare to work for
as a former technician in relatively new comfort advisor I can tell you right now that being a tech before becoming the salesperson can be very detriment al in the sales process and I don't think you need to be a tech at all to be a company advisor You can tell this guy's actually an owner it's kind of disingenuous to have him on here as a salesperson He's really and there's a lot of disingenuous vibe going on here. so if you're a good sales person and you can understand basics technical things man woman whatever some of the most successful sales people I've seen have never seen the inside of a HVAC unit don't take this guy's word that you have to be in tech and the idea that you have to train for 6 months to send somebody's house if you're a professional salesperson This is coming from an owner's perspective not a real sales person's perspective I'm not saying he doesn't sell what I'm saying is what he's saying is in an absolute perfect world for him it's absolutely not true and I think it should have come with a caveat That's one of the things I don't like about this channel is the guy doesn't push back because he's just so happy to have somebody on his channel talking
@@SVThailand he’s not actually the owner. Let me push back on ya on that ;)
I can't believe you didn't push back against this guy claiming you need to be 5 years of technician in order to sell good people You don't need to be a technician at all to be an amazing salesperson who gives the proper products and properly designs a system This guy is a complete poser coming from the position of an owner not a sales person and I thought this is a sales based channel why don't you push back against these posers
2 million and only $100k ? come on, this guy is STEALING from his sales people. that should be $160-$220K