Repeat business is where it’s at. According to the book Marketing Metrics, businesses have a 60 to 70 percent chance of selling to an existing customer, while the probability of selling to a new prospect is only 5 to 20 percent.
Studies also show that repeat customers spend 33 percent more compared to new customers.
With the popularity of home improvement content on TV, YouTube and social media, your customer base is more sophisticated than ever. Even if they haven’t picked up a paint brush themselves, homeowners certainly know what to look for in a contractor.
In this article, we’ll take a look at five easy and effective things you can do in your everyday customer interactions to build your reputation and generate more repeat business.
Continue reading Hit the Repeat Button: 5 Surefire Ways to Keep Customers Coming Back
Hotels, resorts and restaurants are an excellent sales opportunity for painting contractors who understand the market and are acquainted with the wide range of finishes available to keep these properties looking good. Continue reading Grow Your Sales in the Hospitality Painting Market
This article is based on an excerpt from the book Attract and Keep Customers for Life by Terry Begue, owner of Begue Painting and a regular contributor to PPC magazine. Continue reading Marketing Strategies: 4 Secrets for Powerful Testimonials
As a contractor, an effective sales approach is as important in your arsenal of tools as a paint brush. Too often, however, contractors think of it as a pitch, and not much more. The fact of the matter is that identifying and employing the best sales approach can result in higher profitability and improved customer satisfaction. Continue reading Solution Selling vs. Insight Selling: What’s Right for Your Painting Business?
In this article, Brandon Lewis, founder of the Academy for Professional Painting Contractors, shows how you can stop competing on price by focusing on the persuasive elements of your sales process. Continue reading The REAL Reason They Chose the Cheaper Price
Studies show that customers are more than willing to pay for paint upgrades. The key is to make sure they understand the features and benefits of the premium product – and the added value it provides. Continue reading 3 Times to Upgrade: A Strategic Guide to Coating Selection
Every professional painting contractor has his or her own methods for winning the job and closing the sale. For Terry Begue, owner of Begue Painting of Hartville, Ohio, finding common ground with prospective customers is key. Continue reading Best Sales Practices: Finding Common Ground