Step 7 Replacing the Lead Step 7 Replacing

Step #7 Replacing the Lead

Step #7 – Replacing the Lead Post Closing is Extremely Important! Leads Are King!

Step #7 – Replacing the Lead The first part of this step, Post Close, is designed to make sure this sale does not cancel. • An easy first step is to complete the entry into the sweepstakes. If part of the close was to offer additional entries, fill out all of them. • Make sure you explain that this is a local drawing and the pool will not be that large, compared to those national drawings. • YOUR CHANCES OF WINNING A FULL YEAR’S ELECTRICAL SERVICE ARE PRETTY GOOD!

Step #7 – Replacing the Lead • Make sure they understand the steps that happen next. i. e. phone calls, follow-up dates for inspection, work, etc. • Ask if there any other questions they might have that could still be unanswered. • If there were any contentious issues that came up earlier, make sure they are resolved. Even repeat the solution if necessary. • Reassure them THEY MADE A GOOD DECISION, for themselves and their family. • Let them know that most folks you talk to go ahead, just like them. • Chat about something “soft” and friendly that might be of mutual interest.

Step #7 – Replacing the Lead The second part of this step is to replace this lead with one or more referrals.

Step #7 – Replacing the Lead action #1 • Thanks, again, for your business. Oops, I forgot to ask if it’s alright if we put a sign in your yard that let’s your neighbors know Current. SAFE is doing a hazard inspection for you? • It’s attractive and designed to get folks to either ask you about it or call us about it. • Same thing a home improvement company does when they do work.

Step #7 – Replacing the Lead action #2 • Let me leave a few brochures in case someone asks you about the Hazard Inspection. There’s a benefit in it for you! (explain the benefit, whether it’s sweeps entries or a payoff of another sort) • Do you know anyone right now that might be interested in getting this information? Maybe a family member or a neighbor. Perhaps a friend from church or bowling. • You would be helping them and get a few more sweeps entries while you’re at it.

Step #7 – Replacing the Lead action #3 – After completion lead actions • Visit satisfied customer and CSC. • Especially powerful after completion of “pull-thru” work. Make sure they are happy before asking for leads. • Here’s how this can work: Explain SAFErewards, the Current. SAFE Referral Program and what they get for turning in names. • Don’t assume they will turn in names, do a little selling and asking for their help. • You might say, Mr. & Mrs. Customer, since I depend on 50% of my business from referrals from satisfied customers, I always need help from folks like you. • We have a win/win referral program. When you refer someone, we give them special treatment and you get a reward. • Here’s a little book of referral cards for you to use. Just send in the filled out card, the postage is paid. It’s easy. • You get a reward of _______ for the name just allowing us to give them information about a Hazard Detection Inspection. If they go ahead with the Inspection, you get and additional gift, _____. • Please don’t forget me…. and I won’t forget you. Thanks a lot!

Step #7 – Replacing the Lead action #4 – Send a thank you card

Step #7 – Replacing the Lead action #5 • Just in case you get any comments from your neighbors, I want to let you know that I’m going to go up and down the street and let you neighbors know we did your work and that you’re a happy customer. • Would you mind if some of your neighbors dropped by and asked you if you were satisfied or what this is all about? • Thanks, again.

Step #7 – Replacing the Lead action #6 – Do the dirty dozen (at least) • Canvas three houses to the left, three houses to the right and six across the street. • For absentees, leave a door hanger. Have reference to the completed job on it. • Here’s what you could say: Hi, I’m the electrician associate from Current. SAFE we did a hazard inspection at the Jones house earlier this week. • The Joneses are really happy to have an up to date report about potential electrical hazards in their home. We also checked for Radon and Carbon Monoxide and Smoke Detectors and energy waste. • We did a special Holiday check-up with the inspection. (if timely) • Would you and your spouse be interested in having a NO OBLIGATION explanation about electrical and other hazards? • The age of the homes in this neighborhood make them prime candidates for possible problems or even fires. • We’re going to be working in this neighborhood this week and next. Which day could we drop by and explain this to you. • There’s no obligation to do anything other than to listen.

Step #7 – Replacing the Lead Other ideas to consider • #7 - Call ORPHANED CUSTOMERS your company has. These are customers where either the salesman has left or no one is taking action. • Call and mail these folks. It will amaze you what paying attention will produce. • #8 - Be a TELL-ALL! Tell everyone you know and meet what you do. It’s free and painless and produces results. Use your personal network as prospects.

Step #7 – Replacing the Lead action #9 – Mail Customers Regularly • Keep your name and Company near the front of their awareness. They can afford to forget you! You cannot afford to forget them! • Minor holidays are a great time to stay in touch. Valentines day, New Year’s day, President’s day, Birthdays, July 4 th, Thanksgiving, Christmas day etc.

Step #7 – Replacing the Lead HERE’S A GOOD REASON TO WORK HARD FOR REFERRAL LEADS: 1. The demo-rate is almost 100% 2. The close-rate is very high because the referred party knows what you are there for and want to hear the presentation. 3. They know your employees courtesy and competence and have a trust in you. Not shoppers. 4. Frequently they know the price!! A referral lead is worth 5 regular leads. Work for it! It’s worth your while in commissions.

Step #7 Replacing the Lead