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Listening Time 34 Minutes

Creating a Lifelong Customer from the First Sales Call

With Andy Weins and Donovan Quesenberry

Episode Overview

Discover the secrets to mastering in-home selling and closing deals over the phone. Learn from seasoned pros as they share their strategies on effectively answering calls, building relationships with clients, and navigating the balance between sales and operations. Dive into the importance of understanding customer needs, tailoring your approach to match their energy, and ensuring a smooth transition from sales to service delivery. This episode is packed with actionable advice on making your business more profitable and efficient, and showcasing the power of communication and customer service. Join host Adam Sylvester, Andy Weins from Camo Crew Junk Removal, and Donovan Quesenberry from DIV Cleaning Service.

Show Notes

– Introduction to the episode and guests (0:25)

– How Andy’s team handles initial customer calls, focusing on understanding the customer’s needs and building a relationship (0:50)

– Asking the right questions to gather customer information efficiently (2:26)

– Engaging with customers by matching their energy (4:12)

– Tailoring the sales approach based on the customer’s personality and needs (6:30)

– Earning the caller’s time and attention in the first few seconds of a call (9:12)

– Explaining why certain information is being requested to build trust (10:00)

– Setting up clients for what’s coming next in the service process (13:11)

– What guests love about Jobber (16:20)

– Making payment processes as easy as possible for clients (18:08)

– Strategies for pricing and conducting sales, assessing each job individually (19:09)

– Accommodating clients who value in-person sales interactions (22:05)

– How to ensure the production team is fully informed about job details and customer expectations (23:50)

– Adam’s takeaway tips: get rid of your cell phone and get a VOIP number, lead the phone call in the direction you want it to go, match the client’s energy and personality type (31:42)

About the speakers


Adam Sylvester



Adam started Charlottesville Lawn Care in 2013 and Charlottesville Gutter Pros in the fall of 2020, in Charlottesville, VA. He likes to say, “I do gutters and grass! When it rains the grass grows and the gutters leak!” He got into owning his own business because he saw it as a huge opportunity to generate great income while living a life that suited him. He believes that small companies can make a serious impact on their communities and on every individual they touch, and he wanted to build a company that could make a big difference. His sweet spot talent is sales and marketing with a strong passion for building a place his team wants to work. Adam values his employees and loves leading people. While operations and efficiency is not something that comes naturally to him, he is constantly working to improve himself and his business in these areas. 


Donovan Quesenberry

DIV Cleaning Service

Facebook: donovan.quesenberry.7
YouTube: ​​@divcleaningservice9522

Since starting DIV Cleaning Service in Raleigh, NC in 2006 while he was still in high school, Donovan Quesenberry has turned the business into a top choice for exterior cleaning and holiday lighting installation in his community. Growing up in a family of business owners, Donovan was always drawn to entrepreneurship. He loves being in charge of his own career path. Donovan has a special talent for starting businesses with very little money, using hard work to build them up from scratch. His experience has taught him how to get new customers cost-effectively.



Camo Crew Junk Removal

LinkedIn: Andy Weins
YouTube: @andyweinsdtft
Facebook: AndyWeinsAFW
Podcast: Trash Talk Business Podcast

Andy Weins is the owner of Camo Crew Junk removal, a veteran-owned business in Butler, WI, which provides services in junk removal, hauling, demolition, deconstruction, and logistics for the waste and recycling industries. The idea for his business began as a side hustle in 2009, and in 2016, after his last deployment, he took a bet on himself and jumped into full-time entrepreneurship. Andy and his team understand the importance of hard work, dedication, and service to their community, and he is honored to be able to hire, train, and employ other local Veterans. He is also proud of his company’s environmental initiatives. They keep 80% of the material they pick up out of the landfill, and he uses his platform to teach others in the industry about environmental responsibility.

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