The Most Important Home Improvement Lead Is The One That Just Came In 10 Seconds Ago.
Why Super Speedy Lead Follow Up Is Absolutely Mandatory…
And How To Actually Pull It Off.
Question for you: At what moment are your prospects MOST in the mood to buy?
Believe it or not—it’s not during the sales meeting.
Actually, it’s at the moment when they first pick up the phone to call you, or fill out a form online to request information.
Think about it for a second: At that precise moment, something in their brain said “I have enough pain with my current situation that I’ll risk calling a stranger and give them a chance to SELL me something to fix my problem.” That’s a pretty big deal—think about it for a second!
But there are TWO COLOSSAL MISTAKES most remodelers make at that all-important moment of truth:
- Colossal Mistake #1: They don’t make the initial contact with the prospect fast enough.
- Colossal Mistake #2: If they do make contact right away, instead of selling the prospect right there and then, they instead just try to set an appointment for some time in the future.
Fixing both of these problems is surely the easiest way to DOUBLE (yes, DOUBLE) sales almost immediately.
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I Know It’s Over Your Budget, But If You Buy Right This Second, I’ll Give You A Discount!
Don’t Be Surprised In A Sales Meeting When Clients Refuse To Do Things You’d Never Consider Doing Yourself.
Written by Rich Harshaw
Note: This article is part of Monopolize Your Marketplace’s ongoing “Don’t Do This” series for contractor marketing. Sometimes it’s just as helpful to know what to avoid as it is to know what to do.
Let’s role play a scenario for a minute.
Imagine you are watching TV with your spouse and you see a commercial for a Disney cruise. You’ve got 3 kids, and you and the missus (or “mister” as the case may be!) get to talking about how you’ve been wanting to take the kids on a REAL vacation, and how they are right at that perfect age for Disney. You’ve even been saving up some money, so on the spur of the moment, you decide to take the plunge.
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You’re Scaring Your Prospects Off, And You Don’t Even Know It.
It’s A Sure Bet That Your Prospect THINKS Your Prices
Are Lower Than They Actually Are.
How To Keep “Sticker Shock” From Killing Your Sales.
Written by Rich Harshaw
Note: This article is part of Monopolize Your Marketplace’s ongoing “Contractor Marketing Quick Tips” series. This information is not meant to be comprehensive; it’s simply meant to give you some quick ideas.
Pop Quiz: What is the number one reason deals don’t close during the initial sales meeting?
Believe it or not, it’s not all the usual answers you are probably thinking, and your salespeople would like for you to believe. Answers like “no money” and “needs more information” and “bad timing” and “didn’t like the salesman” are all good answers, they are not EVEN CLOSE to the number one answer. Really.
The main reason people don’t buy during the first meeting (which drastically drops their likelihood of ever buying at all) is: You are asking them for a lot more money than they were expecting you to ask for. This is not the same thing as “can’t afford it”; it’s simply a matter of out-of-whack expectations. Learn how to fix this problem and watch your closing ratios soar.
Tip 1: Lay Of The Land: Since remodelers sell something that’s fairly expensive and that people don’t buy very often, they probably don’t have a frame of reference for how much they should expect to pay. Here’s a good bet: If John Smith doesn’t know how much something should cost, he’ll probably UNDERESTIMATE how much it is in his mind. Then when you show up to sell him, you’ve got to cover a lot of territory to close that gap. This leads to maddeningly long sales cycles, multiple-call closes (instead of 1- or 2-call closes), longer-than-necessary sales meetings, and phantom objections (because they’re chicken to admit holy cow, THAT’S more than they were expecting!). Understand, there is a HUGE difference in “can’t afford it” and “costs more than I thought.” The latter is frequently mistaken for the former—and in most cases, it’s totally avoidable.
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