#584 Home Court Advantage

The marketing minute is a shorter version of the popular More than a Few Words podcast. Instead of a conversation with a marketing professional, host Lorraine Ball shares a quick tip to start you on your day as a business owner.

Just like a professional athlete, every salesperson knows it is always easier to sell if you have a home court advantage.  If a customer  will come to your office or showroom, you’ve already scored the first point.

But if you are in the plumbing, roofing, electrical or home remodeling business, it is rare for you to have a chance to  sell on your turf. You are almost always in the customer's home, where they are most comfortable, and you aren’t.

So how do you level the playing field?  Start with information such as your brochures, web content and emails to move the game to a more neutral setting.