Additional information
by Steve Hoffacker (Photographer), Steve Hoffacker (Author)
"Mining Your Database: Making More Sales Through People You Already Know" has been prepared to help you be more successful in identifying people to help you grow your business. Years in the making and fully field tested, the concepts in this book are solid. They are ready to use "right out of the box" or can be adapted to suit the needs of the reader. Add your own language and style of speaking or writing to suit your own personality, or use the letters and scripts the way they are. Keep this book on your bookshelf or desk. You definitely will get results as soon as you open it and begin putting these concepts into practice. Remodelers and other home improvement companies and aging-in-place professionals that work with homeowners need a way to increase their business over what conventional advertising and marketing produces have come to the right place. While you need to generate your own leads, you may find it difficult to get started. That's where this book comes in. This book addresses working with your circle of contacts - making more sales through people you already know (family, friends, associates, and acquaintances) - even if you don't see or speak with them very often. People like to help other people, and friends like to help friends when they can. Maybe your friends aren't aware of what you're doing right now and can use your services, or maybe they can refer someone else to you. This book provides the scenarios (for in-person meetings), scripts (for telephone conversations), and templates (for written communication). This is an easy way to start expanding your sales leads and traffic because you're only talking with people you already know and asking for their help, with no coercion or obligation involved. Your friendship is not at risk. The 7 chapters in this book are: 1 -"Why Generate Your Own Leads?" 2 - "Being A Traffic Generator," 3 - "Getting Started," 4 - "Generating Leads In-Person," 5 - "Connecting By Telephone," 6 - "Reaching Out In Writing," and 7 - "Making It Work." This book takes the guesswork out of where to start in generating your own sales leads with people that you already know.
Author Biography
Steve Hoffacker, CAPS, MCSP, MIRM, of Hoffacker Associates LLC, West Palm Beach, Florida is an award-winning sales trainer for new home sales, aging-in-place, and universal design. He is an active member of the National Association of Home Builders (NAHB), National Sales & Marketing Council (NSMC), Remodelers Council (NAHBR), Florida Home Builders Association (FHBA), and the Gold Coast Builders Association (GCBA). That's why Steve has prepared a series of books to help people excel in their sales endeavors. Steve is a regular speaker at the NAHB International Builders Show (IBS) and publishes many blogs and articles for remodelers and new home salespeople. Steve received the 2007 "IRM (Institute of Residential Marketing) President's Award," the 2008 "Trina Ripley Award for Excellence in Education Award" from IRM, and the 2012 "Bill Molster Award" for excellence in education from the NSMC. As aging-in-place is becoming a major emphasis in housing and housing opportunities, this book and others like it will help you succeed in this market.
