It can be very disheartening when a prospect starts to suddenly voice doubts. This is especially after you’ve spent the time putting together the plans and you’ve met with the homeowners several times. Most remodeling projects are a big decision for homeowners and remodelers need to respect why their customers might be nervous or hesitant. Here are a few tips on how to save the sale and win over a wavering client:
- Appeal to emotion. Remind the customer the reason they wanted to do the project. The project is a solution to their need. It’s easy for a homeowner to get caught up in the cost of the actual project and forget about why they’re doing it.
- Presentation matters. If there’s a price objection or the homeowner wants to make a cut somewhere in the project, be sure to look at the facts and put the project into prospective using the value of the whole home, not just the value of the project by comparison. It’s all in how you frame the amount.
- Make it personal. If a homeowner questions or challenges your price against a competitor, make it personal. So talk about the value of your business and your crew/staff. Share pictures of your team or stories about similar situations. This makes the homeowner feel more comfortable and confident and then the price difference doesn’t matter so much.
- Know when to walk. If a customer won’t make a decision or is haggling you over everything each step of the way, the best approach is to walk away. This should definitely be done politely to keep your reputation but sometimes you simply have to walk away from a deal.
If a sale goes from a strong “yes” to “maybe” a few days later, don’t panic – remind the client what problem you are solving for them, present all the facts and make them understand that you are the right company to work with. Foundation Finance can help you overcome the price objections from your customers. Offer a low monthly payment option to help close (or upgrade) the sale. Call us at 855-241-0024 ext. 5012 or email firstname.lastname@example.org to see how we can help you close more sales.
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