Sales can be one of the most frustrating part of home improvement. There are many variables that go in to closing a deal and they are always changing. Below are some solid rules to live by when approaching your sales strategy.
It is a numbers game.
Some customers will buy; some will not. Try not to waste too much time on everyone instead of prioritizing your time on quality leads.
Qualify your prospects from the beginning.
Understanding what the client is looking for, what their budget is and how many bids they have on their project are crucial for determining whether they are a solid lead. If they are just trying to get DIY advice, ideas or the lowest bid, they are probably not your ideal customer.
Create some content and use it.
Creating some material that allows your prospects to get to know you, your process and your business is vital. This could come in the form of website blog posts, leave behind brochures, or look books in your office. Make sure to get at least one piece of content in front of your prospective client.
Use your reputation.
Make sure your clients know that you have a great reputation. Share testimonials and samples of previous jobs and explain what sets you apart from your competitors.
Be upfront about any fees or specific conditions of your work process. The client doesn’t want any surprises before or after they sign on the dotted line.
Believe in your product.
Your prospect will be able to tell if you don’t care about what you are selling. Be passionate about their project even if it is boring. If you can’t be passionate about it, why should they?
Persistence is key.
The line between persistence and annoying is extremely thin and the best sales person will master how they walk that line. Be careful but know that the first “no” isn’t always the final answer.
Connect with your prospect.
Your client wants to feel like they are buying from a real person, not just a massive company. Get to know them a bit and relate to their needs and they will feel good about closing the sale with YOU, not the company you represent.
Brush it off.
When you’re going into someone’s home to make a sale, it can feel very personal. Everyone wants the best value for their money. Set your emotions aside and don’t take rejection too personally. Nine times out of ten, it really isn’t about you.
A new HVAC unit might not seem like a big deal to you but it can be life changing for your prospect. Many home improvement projects are emergency scenarios and most home owners don’t have a financial cushion to fall back on. Having payment options like financing can make or break your deal.
This may seem like a long list and a lot to take in but focusing on one sale at a time will allow you to grow in your strengths and improve your weaknesses.
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