20 METALCON SHOWGUIDE 2012 I
www.metalconstructionnews.com Educational Sessions Seminars
Wednesday, October 10 8:30–11:45 a.m.
E06 The Science of Selling Metal Roofi ng to Homeowners: Part 2 Sponsored by Metal Roofi ng Alliance and Metal Roofi ng Magazine
Open Your Mind To Sell More Business (continued) Tim Musch, Director of Business Development, MarketSharp Software Frank Farmer, President, American Metal Roofs Brian Smith, Senior Account Executive, Dave Yoho Associates, Fairfax, Va. Joe Talmon, Account Executive, Dave Yoho Associates, Fairfax, Va.
Brian Smith, leading in-home sales expert, starts this course with an intensive hour of Q & A. This is a unique opportunity to get solutions to those nagging sales challenges you’ve been facing. Put it all on the table and get straight answers to help you bring more sales and profi t to your business.
Beyond Rehash: How To Increase Your Business by 67 Percent WITHOUT Generating More Leads! Tim Musch, Director of Business Development, MarketSharp Software
If leads are a problem for your business there are two solutions … get more of them, or get more out of the leads you are currently getting! This session will focus on the latter. If fact, Tim will share ideas on how you can squeeze up to 67 percent more business out of your existing leads! The good news is that your competitors are likely not taking advantage of these strategies. Your leads are the biggest asset your company has.
Discover: • How to more effectively turn “casual inquiries” about your products into solid, set appointments.
• Why your company’s ‘phone presence’ might be killing your chance to convert inquiries to customers from the get-go.
• How to increase your closing ratios 20 percent before your salesperson arrives at the prospect’s home—ingenious.
• Methods to easily put your follow-up efforts on autopilot. (60 percent of your unsold leads will buy from some company within one year—it should be you!)
• Why your Internet leads demand to be treated differently than your other leads.
• The one thing you need to do to knock your competitors out of the game from the get-go.
• How you can easily increase your web page visitors to solid, set appointments by 1,000 percent.
In today’s “new normal” it’s all about sales and marketing effi ciency! The companies that set out to identify and execute many of the “little things” that
separate themselves from their competition will be the winners. This is sure to be a thought provoking session.
Don’t Blame The Economy … It’s Your Sales Presentation! Frank Farmer, President, American Metal Roofs
Learn from this successful roofer how to create more sales through “Emotional Presentations.” Frank has designed this session to complement the skills taught in Brian Smith’s sales training seminars also presented at METALCON. This session shows you the practical application of techniques to sell more metal roofs. You won’t want to miss this chance to experience a straightfor- ward, step-by-step method of building your own emotion-packed presentation.
Why is this important? Because most sales people fail when confronted with the task of asking for $20,000, $40,000 or $75,000 for a quality metal roof. Even experienced salespeople stumble on this one. Learn how to improve sales simply by developing a power-packed presentation. By using this proven sales approach, scientifi c tools, and visual aids you can create a high level of trust and comfort with your customers and prospects. This method of selling has been utilized by new sales people across the nation to sell at least a million dollars in metal roofs in their fi rst year of using it.
In this session, you’ll learn how to: • Set yourself apart from your competitors. • Build an effective sales presentation. • Ask questions to uncover the prospect’s or customer’s hot buttons. • Create urgency and get the sale on your fi rst visit. • Showcase the value of your roof to maximize profi t.
Tim Musch has spent the last 25 years developing and refi ning computer- ized database marketing systems for the remodeling industry. Prior to that, he spent 15 years gaining experience in a family owned remodeling compa- ny in Central Wisconsin. Currently, Tim is director of business fevelopment for MarketSharp Software located in Lacrosse, Wis. MarketSharp has sup- plied computerized marketing solutions to over 2,700 of the country’s most successful remodelers including of 42 percent of Qualifi ed Remodeler’s Top 500. Over the past few years, Tim has spoken to hundreds of groups building the case for the benefi ts of systemizing remodeler’s businesses. Tim’s formal education includes a degree in marketing. You can reach Tim at
tim@marketsharp.com.
Frank Farmer is the founder and president of American Metal Roofs located in Flint, Mich. In 2007, after establishing American Metal Roofs as a premium brand across several states, his company was recognized by INC Magazine as one of the fastest growing companies in the United States.
Frank attended Michigan State University, College of Osteopathic Medicine. Prior to entering the metal roofi ng business, he built an apartment locator business, was a salesman then sales manager for a prominent window replacement re- tailer. He also developed a tax business with 12 franchises throughout Michigan.
His reputation as an innovator and problem solver has made him a recognized authority in the metal roofi ng industry.
Brian Smith has been a senior account executive with Dave Yoho Associates since 2005, working on a broad range of consulting assignments including “turn-arounds.” Brian represents manufacturers and retailers engaged in the
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