The company
TSR Concrete Coatings is a concrete floor coating company based in Freeport, Illinois, specializing in one-day polyurea and polyaspartic coatings for garages, basements, patios, and more. They are the self-described #1 concrete coating company in the country.
The following is a transcript of the video above.
Following up was easier than starting over
With the pandemic hitting, it was a lot easier to be able to revisit these people once we had already been there. That way we could answer questions that they didn't have when we were there the first time — basically just getting in front of them a lot easier.
Because, I mean, let's be honest, sales guys always suck at their follow-up game. They're not paid to call people back; they're paid to try and sell their stuff.
3 hours a day, over $1M in revenue
So it really took all the pressure off of the sales guys and put it onto one individual, which happened to be me. Basically, I take about two to three hours each morning to work on the Hatch stuff. Then I'll do whatever work I'm doing that particular day around leads, training employees again, things like that. And then I'll look at it again in the evening for about an hour.
About three hours a day is really all I dedicate to it. And I mean, we're putting over a million dollars this year into it.
The competition noticed
We were at a sales conference in Dallas in June. There were 63 other sales companies there that do something similar to us, and we were one of two companies there that used this program. After it was found out during the seminar that we were one of the two, we got bombarded with questions.
Because obviously we're the number one concrete coating company in the country. Everybody wants to be like us, and nobody understands how we do this. So we just get nailed with questions about this program.
Basically, we just tell them that it takes away their headaches.
Keeping your foot in the door
There's an open door for every person that you meet to try and get their business. If you walk away and never contact these people again, it closes that door.
So what this program does is it keeps your foot in the door so there's always room to keep talking.
