The Parking Lot Playbook: mySalesman and ArcSite

THE PARKING LOT PLAYBOOK — Episode 1

ArcSite x mySalesman Webinar — Transcript (timestamped every 90 seconds)

Speakers: Nicole Kelly (ArcSite), Alexann Watson (ArcSite), Rachel Kroese (mySalesman)

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[0:00]

Hey everyone, welcome to our webinar. This is called the Parking Lot Playbook. It's a new webinar series from ArcSite that is built for contractors on the go. Learn more effectively how to use the tech tools that might already be in your workflow. The idea is you can watch from the parking lot of your favorite lunch or breakfast spot on your phone. Learn how to quickly level up your business and hit the ground running. Today we're joined by Alexann Watson here from ArcSite, who's going to talk about our integration with mySalesman. And when you think about it, you're going to learn how to stop wasting time driving to jobs that won't close and learn how to close the job while you're still at the customer site. Before I introduce my presenter today though, just wanted to let you know there's a Q&A panel on the right side of the screen. Feel free to drop questions there if we have time at the end. We'll get the answers to you, and if we don't have time, we'll be sure to reach out to you with the answers. But first, let's set the scene. You drove 45 minutes to a lead last week. Customer wanted a privacy fence around their backyard. It looked great on paper. You walked the property, did the math, quoted $12,000, but they only had $2,500 in mind. You knew it was dead in the first 60s. Well, you could have known that before you ever got in the truck.

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[1:30]

So let's ask the question what percentage of your in-person site visits actually turned into closed jobs? So let's talk about the two different scenarios the old way. Ten leads come in. You call all ten. You schedule seven. You drive to seven. But some had no real budget. Some were just shopping. You close three. That's a lot of windshield. Time for three jobs. Now imagine a new way. Ten leads come in through your website. Seven, use an instant estimate tool. They already know what a fence like theirs is going to cost you. Call those sevens knowing that they're real buyers. You schedule five you close for. Same leads, but fewer wasted trips. Is this possible? Yes. And my friend Alex. And here is going to show you today how this works. Alexann, thank you so much for joining us. First of all. In 30 seconds: Who are you? What do you do? Yeah. My name is Alexann Watson. I'm the partner account manager over at ArcSite, so I'll see all the partnerships for us. I do have a strong background in door to door sales. That's where my career in this industry began. Was in the residential solar sales world and transferred to the commercial roofing world. So I have a lot of experience with driving a long ways for an appointment, only to find out that, you know, the whatever price we quote

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[3:00]

them was way out of their budget and the expectations weren't set. You know, before we went out there. And yeah, I've definitely been through a lot of wasted time that could have been directed towards more warm appointments in the past. So just so everybody on this call knows Alexann’s got that real world experience and how frustrating that can be. So thinking about our integration with mySalesman ArcSite and mySalesman Alexann, take us back to the very beginning of this workflow. What does it look like on the mySalesman side before it comes into ArcSite? Yeah, absolutely. So I'm going to go ahead and share my screen and show you guys exactly what this looks like. All right Nicole, can you see everything well here. I can. Wonderful. So this is what it looks like on the customers side of things. So how this works is mySalesman gets set up within your own company's website through whatever action button you want. So if you're on 123 Fencing Company, there's going to be a button that can say, get me a quote, get me a rough estimate. And when you click on that button, it takes you to a mySalesman powered quoting tool. So what they would do over here is they would enter their name. Their email, their phone number. Everything that you would need in your CRM. Right? Exactly. Everything that you would need in your CRM. And we're going to hit

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[4:30]

next here and we're going to find an address. So this tool actually helps not only fill in something for the CRM, but also be able to help you as a business owner know exactly where this location is exactly. So once you locate your address, you're going to click next. And this is a picture of a house right here that I entered the address for, and then gives you a nice little set of instructions on how to draw your fence. So what your customer is going to be able to do is come in here. And start drawing their fence. Of course, this is a rough estimate. This isn't, you know, incredibly exact, accurate numbers, but you're even able to go do things such as at a gate. Right. And for the homeowners to actually like to be precise, this is pretty cool that they can do something like that, right? Yes, absolutely. And the more involved, you can get your homeowner in the process, your customer in the process, the more they're the more invested they're going to be in making that purchase. At the end of the day, you know, I've always found that really showing folks side by side exactly what this project is going to look like in their yard in real time. I'll even walk outside with them. It just makes the sale that much more sticky when you do that. So when you're when the customer is drawing this fence, they can choose, you know, fence type, how high they want it to be.

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[6:00]

And this is all pre-loaded into the experience for them by you. So me as 123 Fencing Company, I would be able to set my pricing roughly for aluminum for price per foot, however you want it styled and done on the pricing section of things with color. I mean, there's so many ways you can customize this experience for them. So as you can see down here, it says current totals and it gives them a range about 2001 to $2401. Right. So then they're going to click next. You can add a photo, add any notes to the project and then you're taken here. So this tool really helps people understand like this is what my fence maybe not exact but at least gives them enough of a range where they're like, yes, this makes sense to me. Once they've got that that instant estimate tool, I'm assuming that that information then flows through mySalesman. Does it come to ArcSite? Like what comes over to ArcSite? Tell me a little bit about how the how that process. So you know that this this customer is a valid customer. They're interested. They're within the price range. They know how much this is going to cost. What happens next? Absolutely. Yeah. This integration makes it so quick and easy. So what's going to happen once that customer gets to that full process that I just depicted there. You're actually going to get an email directly to your phone with that customers information, and it's going to show you the picture they drew. It's going to show you the customer's information,

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[7:30]

their contact information, and that's just getting emailed directly to you the second they fill that out. So let's say you're driving along on a Monday afternoon. You get an email saying John Smith just submitted a a request for a quote from you. And it gives you a rough idea already of what you're walking into. You can then call that customer right there, schedule the appointment and show up on site. Now, once you get to the job site, after that customer has submitted that information to mySalesman, you're actually able to go in there, click a button to upload it to ArcSite, and it populates as a brand new project within ArcSite automatically for you with the picture drawn and everything. Wow. And that that would be pretty impactful. And I know that we have a video that would show what that looks like. Yeah. Perfect. So yeah, on the on the left side here you can see this little ArcSite button. So the first two are already uploaded into ArcSite. But the rest of them you click a button and it'll automatically upload that into ArcSite. And I think a little further along in the video, we're going to be able to see exactly what that looks like, but it's nice because it populates directly under that clients name with their information and with the picture that they just drew, and you're able to draw on top of that within ArcSite just like that there. So you could even upload a picture of, you know, just project plans, or you could upload a picture of a satellite image as well and do it that way. And when you're opening that within ArcSite, you draw directly over it

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[9:00]

and you can calibrate it to the exact dimensions and you're off to the races getting your quote done. Wow. That's that seems really seamless. And, you know, thinking about the, the drawing that the, the homeowner did when you're when you're coming in here and you're, you're thinking, you know, I'm logging into ArcSite, I need to make sure that my, my drawing is much more accurate. But they've already kind of been invested in what they drew. Right? Absolutely, absolutely. They already they already know what it looks like. So that when you when you show them something similar, not only are you you reinforcing the original number range that they had, but you're also building trust with the with the customer, which we know is extremely crucial to long term business success. The more you can reinforce and build that trust with your customer and your homeowner and get close to the price that they saw originally. So the expectations are set, the stickier the sale. Great. And okay, so we've got now like a professional you've on site, you've made sure that everything is measured out appropriately. Maybe there's some elevation changes that you've had to worry about or some kind of like lumpiness in their ground. So now that your professional like drawing is in there and it looks kind of like what they did, but you're able to walk them through that, what happens next in ArcSite you're able to make a professional proposal like walk me through this. Exactly, exactly. And you can go ahead and pause that video. Nicole I think that's about wrapped for that. But yeah, once you have your design created, you're actually able

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[10:30]

to produce a material take off and a very professional looking proposal. The proposal is so incredibly customizable. You can put your company's logo in there. You can have all the information you'd like visible to the customer in there. You can even take digital signatures and digital payments with ArcSite. So from beginning to end, you can have the expectations set a precise drawing drawn, a material takeoff produced instantly, a professional looking proposal. And when that customer decides to sign with you because you set correct expectations and you gave an incredibly professional proposal and presentation, you're ready to take a digital signature right there and can even take payments with us as well. So the key message really from this is mySalesman gets you in front of the right customers, ArcSite closes them on the spot. And this process isn't just about saving drive time, it's about redirecting that time towards buyers who already answered that price range. And they're ready to say yes. And so, you know, thinking about every hour that you spend on a dead end site visit, it's an hour not spent closing the real one. Together, these tools really shift the whole math of your sales date, don't they? Yeah. Yeah, absolutely. So mySalesman is very easily like we talked about integrated into ArcSite. And we've done a lot of wonderful work together. You know I think it's a really natural fit getting that warm lead across the finish line with a professional looking proposal and getting things done quickly. Because again, Nicole, like you said, time is money. And anybody

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[12:00]

in any kind of sales especially, you know, these these contractor sales understands that. So the more time that we can eliminate with these wasted leads the better. I myself have had an experience where I drove again 45 minutes for a for an appointment, got an over an hour quoting process done only to find out that they weren't prepared to pay as much as the project cost. It also eliminates, you know, room for mistrust, which again, is huge. I had an experience the other day. This is a little bit unrelated, but an experience the other day where I was quoted one number to get my truck fixed and they called me back. They said they made a clerical error and it was going to be almost twice as much. And although after I did research, that was an accurate statement, it made me question my trust in that company. And I almost went with a different company because of it. So when you can set expectations correctly with that, with with a number right off the bat and get them involved and you come back and you're pretty close to that number, if not right, right within that range, that really solidifies trust with you as their contractor, because they're trusting you with a project that likely has to do with their home or even their business. So people are very picky about that. Luckily, with the integration with mySalesman, any customer gets three months free of mySalesman. So it's a fantastic offer. And it's something that, you know, I firmly believe as a speaking on my sales experience side is an incredibly useful tool for building long

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[13:30]

term business success through trust. That sounds great, and we're getting into the Q&A right now. And so I had to put on my reading glasses to see this. But in the Q&A, it said it would be great to have more than just single and double gate options on mySalesman. And we are a long time users of mySalesman, and we're joined here by Rachel. Rachel, we're just finishing up our webinar, but love that we have you here. Any any comments about that? It would be they were looking for something more more options on the single and double gate options. We do have the single or double gate option number one. We never want to get into the weeds with all the details of the project, because mySalesman is at your front end tool. So with your front end tool, you are only trying to understand if this is your customer or not. So that's kind of reason why we don't have all this detailed information for for the gate options, because we really just want to make sure that this is our customer and then we can get on the weeds. And that's why we have a budget range on. On the back side, we display a budget range because we're not trying to use mySalesman to sell a fence online. We are just using it to prospect our customer and qualifier customer. Yes. Qualify somebody and make sure that they're a valid customer. That makes sense.

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[15:00]

And then if they need if you need more in-depth drawing tools, obviously ArcSite would be the place for that. Katie has a question. Is there an extra cost within mySalesman to use ArcSite? No, absolutely. So we love partnerships and that's what we really pride ourselves on. mySalesman and ArcSite is we don't want folks just use mySalesman because it's a service that they can qualify their leads. We are always trying to partner with contractors across the country to make sure that we are giving them the best service and staying up to date on innovation. And one of those things is our integrations, and we built that integration ArcSite. So we make sure we want to see our contractors win. So there's absolutely no additional cost. But you do have to let us know if you see it disabled on your account just to give us a call, and we will get it turned on for you. It just says ArcSite and this is disabled info@mysalesman.com, and we'll get it going. Great. Well we're almost out of time, but I just wanted to make sure that we had a chance to reiterate the offer. Rachel, what's the offer for ArcSite and mySalesman. So if you if you are currently using ArcSites and you don't have a mySalesman subscription, we would love to

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[16:30]

build that partnership with you. We do have a special when that happens, so we'll give you some extra time using the software a little bit more than our 30 days that we typically do. So please reach out to us and we'll go ahead and make that offer to you, because you really do want to see you in. And Alex. And for people who are not currently ArcSite users, what do you suggest that they do? Yeah. So we have a promo code for current mySalesman users. It's MYSALESMAN10, and that gets you 10% off your first year of ArcSite, or for any new seats that you add to your existing account as well. Awesome. Well, ladies, thank you so much for joining us today. Really appreciate it. We're out of time. If you have any other questions, feel free to reach out to us here at ArcSite. It's sales@arcsite.com. If you have any questions for the mySalesman side. Rachel already gave the email address, but you can give it one more time. It's info@mysalesman.com, and we have or support myself. We have lots of ways to get in touch with this, so just visit our website at mySalesman.com, and we'll get well. We're very we communicate very easily. So well once again ladies, thank you so much for joining us and for you on the call. Thank you so much for joining us today here too. We look forward to seeing you at the next episode of The Parking Lot Playbook. But until then, Thanks, and be safe. Bye!

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