You did not get into the trades to study marketing funnels. But the phone still has to ring, the estimate still has to close, and somebody has to build the process that makes both happen when you are not in the room. That is what gets written here.
The Legacy Sales Engineering blog covers sales process, lead follow up, local marketing and owner mindset for contractors and home service businesses. It is written by Shawn Derrick, founder of LSE, who brings 25 years of sales experience. Articles are in production now. Until the first one publishes, start with the podcast or request a resource.
Newest first. Every post answers one question a contractor actually asks, links back to the service it belongs under, and ends with the questions people ask before they book.
You ran a clean appointment and left with “I need to run it by my husband.” That job was lost before you rang the doorbell. Why one-legger appointments cost contractors more than price does, how to prevent them at booking, and what to do when you’re already in the kitchen.
By the time a homeowner calls, she’s already decided how she feels about you. Eleven credibility signals, ordered by how much each one moves the decision, and what to fix when yours is missing. Most are free.
Most contractor websites do the job a business card does. They describe. Here’s the difference between a site that explains your business and one that closes jobs for it, what a sales-engineered site contains, and why the site and the sales process have to be built together.
She’s read the service page, checked the reviews, and she’s ready. Then she hits an eleven-field form and a phone number with no hours. Here’s what the data says about why contact pages leak, what a page that converts contains, and what has to happen in the hour after submit.
Ask most owners who their best closer is and they say their own name. That’s a compliment and a ceiling in the same sentence. Here’s what it takes to go from the person who sells to the person who builds sellers, and why most contractors never make the switch.
Same product, same price, same you, and three completely different kitchens. The Driver wants the number now. The Analytical wants proof. The Amiable wants to trust you first. Here’s how to read the four buyer types in two minutes, and why the type belongs in your CRM.
Four subjects, because they are what contractors actually ask about on calls.
How a consultation runs from the door to the decision. Solution Based Questions, reading the buyer in front of you, presenting a price without flinching, and following up without nagging.
Getting found by the homeowner three miles away. Search, reviews, your Google Business Profile, ads that do not burn budget, and the gap between traffic and booked jobs.
What happens to a lead between the form fill and the appointment. Speed to lead, call and text sequences, pipeline stages that match how you really sell, and automation that stops a busy owner dropping people.
Hiring, training and handing off the selling. What has to change when the business needs to run without you in every truck.
Our mission is four words: stop selling, start solving. That applies to writing as much as to a kitchen table appointment. If an article will not help you solve something on your next job, it has not earned a spot here.
So there is no calendar to fill. Each piece has to come out of real work with contractors, and be specific enough that you could act on it this week. That is a slower way to build a blog, and the only useful one.
You do not have to wait on us to make progress.
The podcast is where these sales process conversations happen out loud. Put one on between appointments.
The downloads page lists what is being built. Tell us which one you want and we will send it when it is ready.
Would rather skip the reading? Book a call and ask the question directly.
We are not going to hand you a date we cannot keep. The articles are in production and go live when they are good, not on a schedule. If you want to know when one lands, say so on the contact form.
Shawn Derrick, founder of Legacy Sales Engineering, with the LSE team. Shawn brings 25 years of sales experience to it. The writing comes out of real work with contractors, not from a content agency renting us words.
Contractors and home service business owners, plus the people who sell for them. If your business runs on in home consultations and follow up, you are the reader we have in mind. Owners still doing their own selling get the most from it.
Yes. The podcast covers the same subjects in conversation, and the downloads page is where written resources will live once finished. The resource library links to all of it.
Book a call. Tell us where the process is breaking: leads going cold, appointments that do not close, or a business that stops the week you take off. We will tell you what we would fix first, and if you can do it yourself, we will say so.
service@liftinglegacies.com. Monday through Saturday, 9am to 8pm.
