2 Simple Strategies That Drive Restoration Sales

Building relationships takes time, but intentional follow-up and direct conversations help sales reps earn their first job and create momentum with referral partners. Find out exactly how they do it.

 
I love working with the sales reps in my Restoration Sales Academy programs every week. One of the things I enjoy most is hearing about their wins of the week.

There are one or two common elements, and usually it’s both of them combined, that drive that first referral and then build the momentum of ongoing work from a referral source or decision-maker. If you have any interest in building your sales team, book a call with me and I’ll tell you more about the Restoration Sales Academy.

In the meantime, let’s talk about those two things. They’re very basic, but the reps in my groups who really excel are extremely intentional about them: building trust and asking for the work.

I take the reps through a process of building trust little by little. When it adds up to the right amount of trust, they get the first job. The ones who get there faster are the ones who are consistently asking.

Just this past week, I heard two different stories in two different groups about asking for work and getting it. Both stories started the same way: “No, we don’t need your help. We already have a restoration company. We’re in good shape.”

Both stories unfolded in almost identical ways, which was amazing to hear. Then I heard a third version of the same story when I interviewed a sales rep for one of my clients later in the week. Same situation.

Here’s the basic layout. A rep is trying to build a relationship. Two, three, four visits with the decision-maker, and each time they hear, “No, we’re good. We already have a restoration company.” Then the rep says something like, “Is there anything else you’re having a problem with? Is there anything else I can help you with? Do you have any projects on your desk right now that you’re not sure what to do with?”

In all three cases, the answer was yes.

In one of the RSA group examples, what the decision-maker described as a nuisance project turned into a $120,000 job that was awarded within a week. The other projects were smaller initially, but all three situations turned into large water losses within one month of that conversation. One of them was a $2 million loss.

The takeaway is simple. Build trust in a methodical way, and ask for the work.

No ask, no get. It’s amazing how often you receive when you consistently ask.

If you have any questions about how I can help or how the RSA program works, book a call with me. I’ll see you next time.