How Restoration Sales Reps Turn Visits Into Jobs

The simple sales question that turns visits into real jobs.

 
I think sometimes when you’re in sales, you forget. You forget something really important, probably the most important thing of all: You’ve got to ask for it.

I read a book a couple of years ago and one specific phrase stuck with me: No ask, no get. The author tells a story about how his father was in sales. His father's daily goal was to get 100 "nos." As in N-O, a hundred of them. He knew that if he went out there looking for a hundred nos, he was bound to get a bunch of yeses along the way.

But here is the reality: You don’t get the yes unless you get a lot of nos. And unless you are actually asking, you don’t get a yes or a no. You just get stuck in the habit of being a "professional visitor."

The One Question That Changes Everything

If you’re the owner and you don’t have a salesperson yet, do this. If you are a restoration sales rep, do this. Just ask this one question.

Imagine someone you’ve been calling on for weeks, months, maybe even a year. I want you to look them right in the eyes and ask:

"Will you give us the next one?"

That’s it. Will you give us the next opportunity to help one of your clients? Or, if it’s a property manager: Will you give us the next opportunity to help at one of your properties that has damage?
And then? Just be quiet. See what they say.

Digging Deeper

If they say yes, I want you to ask it again. Say, "Are you sure? Is there anything that makes you feel reluctant about it?"

If there is a hurdle, you want to know. You want to know right now so that you can address it, or at least understand what’s on their mind. So many times you will hear a "yes" but they don't really mean it. They’re just being polite. You have to dig a little deeper to find out if there is anything making them apprehensive about using your company the next time an opportunity arises.

Don't Fall into the "Nice Visit" Trap

Remember: No ask, no get. Don’t get stuck in the trap of feeling like you had a successful sales call just because you had a nice visit. Maybe you talked about the kids, the weekend, or upcoming vacation plans. That’s not a productive sales call. That’s a visit.

Be a professional salesperson. Ask for the work.

Let’s Get to Work

I’m going to take my own advice here and ask: I want you to book a call with me. I want to tell you more about how I help restoration businesses through the Restoration Sales Academy and the Restoration Profit Academy.

If you feel stuck, or if you feel a little scared because this is uncomfortable, let's talk. We can even do a quick role-play so you're all set to go out there and ask with confidence.
 

Book a call with me here and I’ll see you in the next video.