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W&D Weekly
May 21, 2014
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The Latest
Digital Document Workflow Opens Doors for Steves & Sons
Steves & Sons' reputation was earned in part by staying abreast of the latest manufacturing technology. Yet, it found itself last year paying for damaged delivery claims despite its meticulous packaging procedures. So the company turned to technology again, this time in the form of digital document workflow, to solve the problem…read more
Express Learning: GlassBuild America’s New Education Program

The largest glass, window and door show in the Americas is launching a new education program during GlassBuild America: The Glass, Window & Door Expo in Las Vegas, Sept. 9-11, 2014. The content experts at Window & Door and Glass Magazine are producing a series of 20-minute fenestration and glass business and product sessions free and open to all registered attendees during the three days of the show…read more



More News
YKK AP America Names New Atlanta Branch Management Team
PPG’s Two-tier Wage Structure, Cuts Not in Violation of Union Arbitration Award
Single-family Housing Production Remains Flat in April
Window and Door Demand in China to Grow 8.1 Percent Per Year through 2017
The Talk

By Stacey Freed, editor

Recently I spoke with several successful dealers to glean some sales conversion strategies. I spent a long time talking with Brian Elias, owner of Hansons, which does nearly $60 million in window, door, roofing and siding sales—“in one of the worst markets in the country,” he says: “Detroit.”

One of the things that Elias attributes to his success—99 percent one-sit close rate—is the control he and his sales people exercise in setting appointments and setting them quickly.

“Many people ask the customer, ‘What’s a good time for you?’ and the customer will say something like, ‘Wednesday before bowling is good,’ and before you know it, it’s Friday and some other company has already sold the job.”

Here’s how the conversation should go: “'I have openings between 4:00 and 6:00 today or tomorrow between 10:00 and 2:00. Which of those works for you?’ Think in terms of what’s best for you and give them a time slot that will get you there within 48 hours. Leads are like fish; when they get old they start to stink.”

And once you’ve set the appointment, show up on time. “Forty percent of people won’t buy from you just because you didn’t respect their time,” Elias says.

How do you handle the appointment book? Tell us by posting a comment and participating in this week's poll. 

How long do you allow a prospect to wait between initial contact and first appointment?
We almost always meet with people within 48 hours.
We’ll allow a three- to five-day gap.
Up to one week.

What's Your Response to Less than Ideal Replacement Conditions?
Nearly 90 percent of respondents to last week's poll said they fully disclose the situation to the client, while almost 10 percent simply decline the job. See the full survey results…


The Outside View
Building Organizations Commit to Promoting Resilient Design
From AIA
Builder Confidence Remains in Holding Pattern

Recent Introductions

Contemporary Windows and Doors from Marvin

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