You’ve nailed your pitch. The homeowner is nodding along and then comes the dreaded “I need to think about it.” Sound familiar? You’re not alone. This is the #1 response that stalls a deal for many contractors.
However, when a customer says they need to think about it, they might not be saying “no.” They’re signaling a concern that they haven’t voiced yet. The good news is that once you learn what’s really being said, you can address it head-on and move the conversation forward.
Here are some common objections hiding behind that phrase and how to turn hesitation into action.
"I Need to Ask My Partner."
Financial decisions often need to be discussed before you can get the go-ahead to schedule the project. Your customer isn’t saying no; they’re saying they need consent from the other decision-maker in their household.
How to respond: Instead of letting them walk away with just a quote, offer to prequalify them for financing right then and there. The process is fast, easy and won’t affect their credit score, so they can bring real numbers to the conversation at home.*
Try saying: “I completely understand. Would it help if I could show you an estimated monthly payment to share with your partner? It only takes a minute and won’t affect your credit.”
Tips:
"I Want to Get More Quotes."
Your customer wants to be sure they’re getting a good deal, which is smart. However, this means they haven’t seen enough value to choose you on the spot. Take this opportunity to stand out.
How to respond: Consider offering a special promotion or incentive if they move forward within a set time frame. A time-sensitive offer creates urgency without being pushy.
Try saying: “I want you to feel good about your decision. If you decide to move forward this week, I can offer you [incentive]. I’d hate for you to miss out.”
Tips:
“It’s Not in the Budget.”
They want the project done, but they don’t want to drain their savings to do it. This is one of the most common objections in home improvement — and one of the easiest to overcome with financing.
How to respond: Shift the conversation from total project cost to low monthly payments. Use the payment estimator to show what their payment could look like and prequalify them to get the most accurate results.
Try saying: “What if I could show you a way to get this done now without draining your savings? Let me pull up a quick estimate. You’ll be surprised at how affordable the monthly payments are.”
Tips:
When a homeowner says “I need to think about it,” they're giving you an opening, not a rejection. By providing affordable monthly payment options, offering special promotions and following up with confidence, you can turn hesitation into a sale.
Foundation Finance Company gives you the tools to close more sales and grow your business. Contact us to learn more: 1-855-241-0024 or [email protected].
*Upon receipt of a completed credit application and executed contract documents, a hard inquiry (which may affect the applicant’s credit score) will appear on the applicant’s credit report.
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