Sometimes the key is not working harder, but working smarter. That means concentrating on leads that will turn into jobs. It can be hard to predict but you can weed out some using this pre-qualifying system.
- Determine who is qualified. Choose someone in your office who is good on the phone to pre-qualify leads with open-ended questions. Provide them with cost guidelines, the questions you need answered and access to sales calendars to schedule an appointment while on the phone.
- Ask the right questions. Get the basic information from the customer or confirm it if you already have it from an online form. Ask for details on the home such as its age, how long they have lived there and who lives in the home. This helps the salesperson get a picture of the home and owner before going to the appointment.
- Talk money upfront. This portion of the call can be awkward but it is essential to determine if the lead is a potential client. The lead likely has no idea what their project will cost so being able to talk ballpark numbers will help. A good way to ask this question is, “have you thought about how much of an investment you’d like to make in your home?” When you work with FFC, you can also let the customer know at this point that you offer low monthly payments with financing. When setting an appointment with the customer, make sure to ask if all the decision makers will be available at the appointment time. This allows the salesperson to close the deal in one appointment.
- The handoff. Pass the information collected from the qualifying phone conversation to the salesperson. Be sure the qualifier has noted anything that will be of use to the salesperson during their appointment.
This process isn’t failproof but it will save you time and money by not sending out salespeople to unqualified leads.
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