How to Identify and Qualify Your Best Customers

1:00 PM - 2:00 PM
Las Vegas Convention Center, North 260

Format: Building Knowledge Session
Level of Content: Novice
Track: Custom Building & Remodeling
Continuing Education: NAHB - 1.00 CE hour(s), NKBA - 0.1 CEU(s)
Appropriate for: Remodelers, Single Family - All, Single Family - Custom

Speaker(s): 
David Lupberger, David Lupberger & Associates, Boulder, CO

What It’s About:
The Harvard Business School refers to a small business owner's limited resources and need to wear dozens of hats as "resource poverty." Time is often the most valuable of these resources; therefore, the most successful business owners focus their energy on "high-impact activities." For builders and remodelers, this would be attracting and qualifying the right clientele, yet, every contractor has gone on an unqualified sales call. In this session, you will learn how to identify your target market and gain a clear understanding of the questions you need to ask to qualify clients. You'll know how to qualify your potential clients ahead of time so that you never again waste time working with a homeowner who can't afford your services.

What You'll Learn:
Understand how to identify your target market.
Identify the demographics of your best clients.
Know the eight questions to ask a potential customer over the phone so that you don't waste valuable time on an onsite sales call with an unqualified prospect.