Running Promotions that Actually Help You Close Sales

Sales promotions are a staple in the home improvement industry, but not all of them actually move the needle. Too often, contractors and sales teams rely on discounts or giveaways that cut into profit without creating true urgency or helping homeowners feel confident in their buying decision. The difference between a promotion that drains margin and one that drives growth lies in strategy, and that’s where the right sales training makes all the difference.

Why Promotions Need More Than Just a Discount

When sales are slow, many businesses default to slashing prices or offering steep discounts. While this may get attention, it rarely builds long-term success. Why? Because homeowners don’t buy on price alone. They want value, security, and trust in the contractor they choose. Without a clear value framework, promotions can backfire, training customers to delay decisions until the next “sale” or to see your services as interchangeable with the cheapest option.

Strategic sales promotions, on the other hand, are designed to reinforce value, build urgency, and give your reps tools to close deals at strong margins. That means structuring promotions in ways that highlight benefits, reduce risk, and help homeowners feel they’re making the best long-term investment in their home.

Closing Incentives That Work

The most effective promotions aren’t just about lowering cost. They’re about shaping how buyers perceive the offer. Closing incentives can include financing structures, added services, or limited-time opportunities, but the real key is how they’re positioned during the sales process. When framed properly, promotions don’t feel like “discounts”. They feel like smart, timely decisions that align with a homeowner’s needs.

For example, a promotion might emphasize peace of mind (extended warranties), convenience (faster installs), or added value (a package of upgrades). Each incentive becomes part of the sales conversation, reinforcing confidence instead of undermining it.

The Role of Sales Training in Promotions

Promotions on their own won’t close sales. Your team has to know how to present them effectively. That’s where 10 Step Selling comes in. We provide training that helps reps integrate promotions naturally into the sales process, so they’re not a crutch but a confidence-builder.

Through webinars, training, coaching, and system refinement, sales teams learn how to position promotions as part of the overall value story. Instead of “here’s a discount,” reps are able to frame it as “here’s why this is the right time and the right decision for your home.” That difference not only boosts close rates but also strengthens trust, referrals, and long-term margins.

Expert Leadership Behind the System

What sets 10 Step Selling apart is the leadership of its founders, Matt Nyberg and Brian Smith. Both bring decades of hands-on experience in the home improvement industry, having built and scaled nationally recognized businesses from the ground up. Matt and Brian deeply understand the challenges that contractors face every day—seasonality, pricing battles, hesitant homeowners—and they know what it takes to overcome them.

Their combined expertise has shaped a proven sales system that’s already helped businesses across the country turn promotions into powerful sales tools instead of profit leaks. With their guidance, companies not only sharpen their strategies but also gain the confidence of learning directly from leaders who have been in their shoes and succeeded at the highest levels.

Elevate the Value of Your Sales Promotions

If your promotions aren’t delivering the results you need, it’s time to rethink the strategy behind them. At 10 Step Selling, our training programs, workshops, and consulting services help home improvement companies transform promotions from margin-eaters into deal-closers.

Ready to get started? Schedule a free 30-minute consultation or sign up for membership access today and see how 10 Step Selling can help your business close more sales with promotions that actually pay off.