Cal State Construction used Destination Motivation’s Vacation Vouchers to help drive more sales and significantly reduce cancellations.
About the company:
Cal State Construction was a home improvement company who serviced clients in Southern California, assisting with window, roofing, siding and home renovation projects. They started working with Destination Motivation as soon as they launched their business, and within four years were generating $25M in annual revenue before being purchased by one of their competitors.
Cal State Construction saw the same issues that many of us in the industry often do. As a premium provider in the area, they were fielding more questions about price than about quality. Their clients were doing more price shopping, and often canceling orders after they’d been placed. While their sales team stressed the quality of service that the company provides, homeowners needed another way to see the value that Cal State Construction provided.
To help enhance their own value proposition, Cal State Construction decided to offer their customers the Vacation Vouchers as part of their sales process. Destination Motivation conducted sales training for everyone on the Cal State team on how to use the vouchers as part of the in-home sales process. Plus each sales person received customized collateral featuring the Vacation Vouchers to help make the in-home close even easier. The vouchers created the added value to the homeowners that the company was looking for. The voucher program was rolled out across all marketing channels, and Cal State leadership worked with the sales teams to ensure consistency at every in-home visit. Finally, Destination Motivation conducted regular re-training at various intervals to keep answering questions and helping provide ongoing education for the sales teams.
Cal State Construction started to see significant changes immediately. The company started to pick up sales and saw an immediate decrease in cancellations. In fact, the program helped them close a $28,000 window project just after starting the Vacation Voucher program. They continue to use it to this day, and have seen customer satisfaction and revenue rise consistently.