際際滷share - Servpro and ca case study
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Dave Hawk, the Marketing Manager for SERVPRO, used to prioritize relationships based on how much business they could generate, suffering from "relationship arrogance." After joining Corporate Alliance and learning to avoid this mindset, he connected with a man at a meeting who wasn't a direct prospect. This relationship led to an introduction and over $500,000 in new business from the commercial division of the man's health insurance company. Now maintaining this client, SERVPRO has generated over half a million dollars in sales from avoiding relationship arrogance and focusing on learning about and serving others.
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際際滷share - Servpro and ca case study
- 1. Case Study How Relationship Arrogance Almost Cost SERVPRO $500,000
- 2. Customer Profile COMPANY: SERVPRO of St George FACILITY: 16,000 sq. ft. state-of-the-art building; includes 3,000 sq. feet packout space, with climate control, inventory maintenance, and security cameras. INDUSTRY: Restoration WEBSITE: www.SERVPROstgeorge.com Case Study
- 3. Case Study When meeting people for the first time, its natural to quickly decide if they are a prospect for what you sell. Dave Hawk, Marketing Manager for SERVPRO, used to do this. Then he joined Corporate Alliance and learned about relationship arrogance. Relationship arrogance is prioritizing relationships based on a forecasted return on investment.
- 4. Case Study Dave overcame his relationship arrogance and now sees each individual as just someone he needs to know - especially after one meeting brought over $500,000 in new business.
- 5. Case Study This particular meeting began like any other: Dave sat around a table with seven other individuals. Corporate Alliance stresses a learn, serve, grow culture. Dave knew for the next hour he was going to learn about these specific people, and how he could serve them, in order to grow relationships.
- 6. Case Study One of the men happened to be a member from Salt Lake City. The man sold health insurance and wasnt a prospect for SERVPRO. Dave and the man connected while sharing personal stories. Dave said, He and I bonded over the fact that we both loved the Denver Broncos. Then he asked what he could do for me. I responded that I would like an introduction to someone in the commercial division of his company.
- 7. Case Study A few weeks later, Dave met with three men from the commercial division. After the meeting, Dave continued to stay in touch. He understands people need to feel comfortable with him and SERVPRO before becoming customers. One of those men called Dave several months later and hired SERVPRO.
- 8. Case Study SERVPROs Salt Lake office now maintains this client on a consistent basis. Theyve developed such a solid relationship that the client recently told a competitor, I will never use anyone else. This particular contact has generated over half a million dollars in new sales - all because Dave attended a meeting and put aside relationship arrogance.
- 9. Case Study I think Ive always had a knack for networking, but Corporate Alliance is networking on steroids. And one of the best tools Ive learned has been avoiding relationship arrogance. ~ Dave Hawk
- 10. Case Study BUSINESS NEED: Improve trust and credibility in the community. Also increase business by developing relationships with key people who need services on a regular basis or who are first responders to building disasters. SOLUTION: Be active in Corporate Alliance. Use the principles of Learn, Serve, Grow and Avoid Relationship Arrogance. Follow Up by helping others. RESULTS: Over $500,000 from one new client met at Corporate Alliance.
- 11. Case Study Want to know more? To find out how Corporate Alliance can help your business call us at 435.256.6225 or visit www.knoweveryone.com 1487 S. Silicon Way A-7, St. George UT 84770 www.knoweveryone.com 435.256.6225
- 12. Case Study HERO m a r k e t i n g t o o l s Case Study produced by Hero Marketing Tools. Visit www.HeroMT.com for more info.