This month's WCR LIVE - BROKER CONFERENCE CALL featured an interview by hosts Klaus Bank and Ryan Shaughnessy with sales and marketing strategist Steve Hoffacker. In this segment, Steve Hoffacker discussed the importance of "scoring" your customers and working smarter. Topics discussed on the show included:
- Qualifying the Customer
- Using Objective Criteria to Rate your Customers
- Rate, Score and Rank your Customers
- Prioritizing Customers Based on Likelihood of Purchase
- Structuring Work Based Customer Score
If you haven't read Steve Hoffacker's books "Making the Grade" and "Knowing the Score", this month's show gave a brief introduction to the sales training concepts discussed in these books and how these concepts can be used to grow your business by closing more sales in less time and with less effort. The central premise is that "all customers are not created equal" and you need to focus your sales activities on prospects that are most likely to purchase. The show can be heard at www.BlogTalkRadio.com/WCRLive. Steve Hoffacker's books are available for purchase from his website at www.SteveHoffacker.com.
Again, thanks Steve for appearing on the show and sharing your wisdom collected over your more than 30 years in the new construction home industry.