Unlock the secrets of successful sales processes for contractors with our guest, Mike Katounas of Home Works Painting. Expect to be enlightened on the nuances of pre- and post-appointment communication, the role of setting clear expectations, and how to handle customer relationships. Mike introduces us to his go-to tool, YouCanBookMe, which helps him maintain a steady line of contact with his clients and prepares them for the arrival of an estimator.
In a post-appointment scenario, Mike lets us in on his follow-up strategy which robustly incorporates sending estimates, follow-up texts and emails, and making phone calls. He successfully uses Monday.com for automating his follow-ups, but he also emphasizes the irreplaceable value of personal contact in sales. Moreover, if you've wondered about what to do when you don't hear back from customers, Mike provides some insightful answers. He also brings to light key performance indicators he relies on to track his business performance.
Mike doesn't just focus on the customers, he also shares valuable insights into his methods for tracking leads, managing schedules, and optimizing resources to meet job demands. Learn how he keeps a two-person crew unscheduled throughout the year to accommodate unforeseen events and urgent requests. Explore his techniques for monitoring estimates, closing ratios, and the KPIs that help him run his business efficiently and effectively. By the end of this episode, you’ll have gained a comprehensive understanding of the sales process in the paint contracting business through the lens of an expert who’s been there and done that.
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(0:00:00) - Introduction & Overview
(0:01:02) - Understanding the Sales Process
(0:01:35) - Appointment Scheduling and Communication
(0:03:55) - Pre-Appointment Process and Automation
(0:04:38) - Importance of Follow-ups and Communication
(0:08:36) - Post-Estimate Follow-up Process
(0:23:36) - KPIs & What to Look For
(0:45:50) - Conclusion and Final Thoughts
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