Day 1:
12:30-1:00 Registration
1:00-1:15 Opening Remarks
Where is the home improvement industry heading in the year 2012? What changes have taken place and what can we expect to see over the next few years?
1:15-2:45 Increase your Sales while Reducing your Marketing Costs
How do you capture more leads – with a better return – while putting forth the same (or less of an) investment? Also, the most efficient and revolutionary lead control methods are discussed.
2:45-3:20 Out with the Old — In with the New: Re-scripting your Employees
Learn why most scripting is outdated and why it is vital to use specific language in all of your scripts to attain the best results.
Scripts are presented for your lead takers, confirmers, as well as rehash and cancel-save personnel.
3:20-3:45 Break: Sponsor Showcase and Networking
3:45-4:15 Why MOST Canvassing Fails
With canvassing (as with anything else) it is human nature to find the path of least resistance. There are 51 components of an effective canvassing program – but done correctly and efficiently you can achieve a 50-60% issue rate, and a 60-80% sit rate with marketing costs below 15% (fully loaded).
4:15-5:15 The Keys to Effective Face-to-Face Marketing
Most times with face-to-face marketing the failure is not in the lead, but in the method of adapting a salesperson on how the lead has to be handled to obtain results. We examine leads from shows, events, showrooms, as well as canvassing and S.F.I. programs.
5:15-6:00 Mining the Gold in your Database: The Power of Nebulous Leads
A “nebulous” lead is one that is not clearly defined. By ignoring these leads you are missing out on a potential windfall of profitability. We will discuss how you can achieve the perfect marketing mix for getting the most out of your database.
6:00-7:30 Special Business Opportunity Session
Enjoy cocktails and complimentary hors d’oeuvres as you hear from many experts within the home improvement industry on what you need to be doing to succeed in today’s economy and what to look forward to in the future.
Day 2:
8:00-8:30 Registration (Day-1 attendees do not have to register)
8:30-10:00 Open Your Mind to Close More Sales
Our top trainers present information direct from our best-selling package The Science of Successful In-Home Selling. This program will include:
- An analysis of why prospects buy and why they don’t
- An introduction to step selling
- How to conduct a needs assessment
- Proven techniques to improve your “sit-rate”
- How to uncover a prospect’s value system
- The methodology to sell your price
- The psychological laws of selling
- A presentation of individual cultural, emotional and perceptual blocks
- How to answer objections (including price)
- How to avoid rescission
- Verifiable trial closes
- And much more!
10:00-10:20 Break: Sponsor Showcase and Networking
10:20-12:00 Open Your Mind to Close More Sales (continues)
12:00-1:00 Lunch
1:00-2:30 Open Your Mind to Close More Sales (continues)
2:30-2:50 Break: Sponsor Showcase and Networking
2:50-3:45 Open Your Mind to Close More Sales (continues)
3:45-4:00 Closing Remarks & Prize Winners Announced
We wrap up this year’s summit by answering some final questions and giving away an iPad2 so make sure and stay until the end!!!
