The Next Home Improvement Economic Summit

The next Home Improvement Economic Summit is only 2 months away and we are beginning to formulate the itinerary which will include the panelists and topics being covered.

The program is being held in conjunction with the Remodeling Show and a ticket to the Summit will include complimentary access into the exhibitor area at the convention center.

Do you have any pertinent issues facing your business that you would like to see us cover?

Would you like to participate in the event as a panelist? Is so, what is your primary area of expertise?

Please contact me directly at (703) 591-2490 or dave@daveyoho.com.

In the interim, feel free to listen to this complimentary mp3 from the keynote address of this Spring's summit.

Yesterday's Tele-Conference

Yesterday's tele-conference was a huge success!

Thanks again to all of our sponsors for their assistance in putting this event together. Without them it would not be possible.

In total we had 277 companies on the 1 1/2 hour call representing retailers and manufacturers across the home improvement industry.

The featured topics included:

• Successful marketing techniques that are working for many of our clients and business partners
• How canvassing can help you lower your marketing costs
• The major legal concerns for the 4th quarter of 2009

If you were not able to make it on the call, you can download part of the critical information that was covered.

Make sure you don't miss out on the next call! Contact us well in advance!

Capturing Prospects From Your Website

Prospect capture forms have gotten to be the norm on websites for years now. The "hook" frequently goes something like this: "Sign up today for our free newsletter, e-book, or demo CD" and the prospect is thus induced to enter in their contact information in order to ascertain the "free" materials.

This is an excellent way to build an e-mail or mailing list for future use in your campaigns.

However, what I don't see a lot of websites doing is incorporating the capture form into their home page. For example, what you will typically see is something like the following: "Click here to sign up for our free newsletter!"

Why would you make the prospect take an extra step in signing up for your product/service? Furthermore, why would you want to take him off of your home page?

A better example of a capture form is one where the prospect can simply see the offer as soon as they come on to the company website and enter in their information immediately.

Also, don't forget to place this form "above the fold" on your website. What this means is that it is visible as soon as the website appears on the screen, and no scrolling down is required to view it.

If you follow these steps I can guarantee that your conversion rate will increase dramatically and the goal of building your list will be achieved at a much faster rate.

2009 Master of Influence Award . . .

On July 20, 2009 my professional speaker peers at the National Speakers Association Annual Convention in Phoenix honored me when they bestowed upon me the coveted “Master of Influence” award. There have only been a very limited number of people who have been graced with this award. Past recipients are Deepak Chopra, Art Linkletter, Jack Kemp and Dr. Ken Blanchard. This award is presented annually to only one individual who has significantly influenced people around the world through his or her exceptional speaking ability and whose distinguished speaking career has brought honor and recognition to the speaking profession.

It was, at the same time, both a humbling and an exhilarating experience as this award was presented. It is one thing to stand before an audience for a client and deliver a message that will impact their lives in a positive way. It is quite another to stand before your peers, each of whom knows what it takes to prepare and present a program that will move an audience. To be honored with such an award let’s you know that the years of preparation, rehearsing, days away from your family and friends, shaking countless hands and coping with the rigors of travel have not gone unnoticed.

The president of the National Speakers Association, Sam Silverstein, who presented the award, had this to say, “Beyond his many accomplishments, I ask you to observe his unusual level of energy, his choice of words and his speech pattern. I believe you will discern why he is the recipient of this award.”

You can experience a four-minute sample of the energy, word choices and speech pattern Mr. Silverstein spoke of by clicking on this link excerpted from another presentation I made before an audience of thousands: http://www.youtube.com/watch?v=H7jyOf-a7_4

I hope you enjoy this short clip and will share it with as many friends and colleagues as you can. Children and young people will especially benefit from these four minutes. Melvin Rosenblatt, Chairman of MidSouth Building Supply stated, “The 4 minute video should be played in every auditorium in the US.”

It is the desire of the National Speakers Association that this message gets transmitted in some fashion to those who are enduring challenges in their business or personal life. This is a message of hope and is an antidote for the abundant negativity and pessimism displayed by the news media.

Modern technology makes it possible for this message to be relayed without cost or obligation to those you know who will enjoy the uplifting video clip. There is even a message to the hearing impaired (watch my right hand as the conclusion of my remarks).

A long time clients/associates responded by saying, “I am astounded by his superb communication skills, academic achievements, sound judgment, analytical ability and endless energy.” Peter Bulger, former CEO, U.S. Home Systems, Inc.

Thanks for taking the time to view this video clip.

Best regards,
Dave Yoho

Why Buy Replacement Windows?

My book Why Buy Replacement Windows? was recently featured on the Home Remodeling Ideas blog from FixTheHome.com. Visit their blog to read an excerpt from my book and order your free copy.

Fix the Home is a website that matches homeowners with local contractors in order to get remodeling estimates, replacement window quotes and bids on other home improvement projects. Check out their site to get several estimates from local contractors.

Your Salespeople Do Not Like to Sell

At seminars this statement attracts flak like a magnet held over iron filings. Salespeople and their managers protest; they evoke their love of selling. Then I ask pointed questions and request that participants raise their hands.

I ask, Have you ever . . .

• Had an appointment where the prospect was an hour late?
• Had a lead where the prospects didn’t show at all?
• Been allotted half the time you anticipated to make your presentation?
• Been promised an order and didn’t get it?
• Lost an order to lower prices?
• Had the contract turned down by the bank/finance company?
• Had a contract canceled by your customer?
• Been required to work (solicit) around an installation?
• Made a call in temperatures over 95 or under 30 degrees, or when it was raining or snowing?

Then I ask, How many of you like or enjoy these tasks or circumstances?

None of these are fun, yet they constitute a major portion of sales responsibility. Why would salespeople enjoy that part of the role? They don’t.

Getting an order, receiving kudos for performance, getting paid sizable commissions, or winning a sales contest are the enjoyable parts of selling, yet they represent a relatively small part of a salesperson’s time and activity. Once a manager recognizes the indisputable truth that most salespeople do not like to perform these tasks, there is a greater possibility of creating advanced training and motivational techniques.

Disciplined salespeople achieve the greatest earnings because they recognize that calling on prospects, staying organized, having appointments or orders canceled, facing the possibility of rejection, and overcoming objections are simply steps in the process that leads to sale success.

In this changing economy, what changes have you made in training your salespeople and/or stimulating their thinking and understanding of the sales role?

The High Cost of Negativity

You’ve got a lead in your hand. An appointment has been set and confirmed by your office. You’re an experienced salesperson. You know your product and you’ve been trained how to present it. If this is a successful sales call, you stand to earn a sizable commission. You believe you’re in the right frame of mind and you hope the customer is also.

But wait. This morning when you arose, you tuned into the local news. They explained how the economy was erratic, the stock market lost some points, unemployment hit a new high and the big box stores weren’t making the amount of money they projected earlier this year. However, you fluffed that off, had breakfast, met with those in your office and discussed last evening’s sales call and the reasons why prospects aren’t buying now.

Before your sales call, you pick up the local newspaper. You receive the same implants that you heard on television: stories of rapes, murders, assaults, robberies, state and local budget problems, potential tax increases and more.

You have been infected. Like it or not, unless you know how to counter this information, it may well affect your ability to sell the lead tonight – why, you ask?

Because whether the information is true or not, it is negative. Psychological studies show that as little as five or ten minutes of negative input can affect your central nervous system for up to twenty hours – reducing your energy and depleting your positivity.

Stay centered. The majority of homeowners are not facing foreclosure or unemployment. The majority of people want to keep their houses in good shape. Concentrate on the sales system. Ask for the order one more time. If they’re not buying, ask “why?” one more time. Don’t buy into the media negativity. Remind yourself, when people retrench, the majority of their spendable income still goes to their homes – and – stop reading the front page of the newspaper, spend less time on television news and spend more time with positivity.

The Prescription. Listen to and read about successful issues. Examine the positives in your life and in your business. Start giving your time to others and work harder on the continuing development of your professionalism.

Some years ago I made a speech to over 4,000 people entitled Yes You Can (Thriving in a Changing Economy). Now, this and other inexpensive recordings are being made available to bring the powerful forces of positive thinking into your life and your business today.