5 Things Every Contractor and Home Service Company Should Do During a Sales Call
There is a lot of different advice out there on how to run a sales meeting for a lot of industries, the home service industry is not any different.
Every person/business/sales employee needs to have their own approach and their own talk tracks that fit your personality and a process that makes sure you don’t miss
With that said, here are the 5 main things contractors and home service companies
need to do in every sales meeting.
1.Break the ice:
You must break the ice with the person in front of you. If it’s a simple hello or, how are you? Those are too generic and way too expected and easy to brush off with one-word answers. The process I used for years and didn’t even realize it was a “process” until I heard Andy Frisella talking
about it on the MFCEO podcast. It is to “Give a compliment and ask a question”.
Seems simple but it is incredibly powerful.
Below are a few examples:
“That is an awesome family picture! When was it taken?”
“You have a beautiful home! How long have you lived here?”
“Your yard looks great! Do you do that yourself or pay someone?”
The goal is to get them to start talking about themselves. It helps get their guard down and make you look more like a human than a salesperson coming to take advantage of
2. Build rapport
Building rapport can mean a lot of things but ultimately you want them to see you as an asset/consultant to their problem instead of just
another salesperson. People buy from who they know, like and trust.
Therefore, this part of the process helps them get to know you, which leads to them
starting to trust you.The best thing I have done here is just ask a lot of questions about their decision process. What is their motivation for the current project, what is the driving?
decision, have they considered or been involved in a project like this before?
All those questions help to put you in the position of caring. You are letting them
get to know you with open conversation instead of just asking what they want to get done?
This seems straight forward, but you need a process in place totake job site information and transition it to a CRM or other platform for
your production teams. Photos, specs, measurements, designs, special instructions. All that needs to be documented. When I was selling
remodel projects, I got tired of missing information when I went to do the proposal, so I built a NEW CLIENT MEETING FORM. It helps
me not miss details. For every home service company, it will be different but build it out to house all the pertinent information you need to formulate
a quote and properly execute the production side.
This is where you need to determine the client’s interest, willingness, and any hesitations of doing business with you. The best question I have found that uncovers
that is, “If I am able to hit the budget range and accomplish the project in the identified time range areyou prepared to move forward with me now?”
This will help you uncover where they are in the decision-making processor find if you have delivered on expectations. If so, you have a
good chance to close the deal. However, getting that soft close/asking for the sale is a big step in knowing should you take the time post meeting to
creating and delivering a detailed proposal. It is a very time-consuming process and it sucks to put all that time in and then get ghosted. It will
happen but the soft close will help minimize that.
5.Set next steps
Always end meetings with defining the next step. Who owns the “to do” items and what is the deadline or due date?
I use this as a best practice for almost every conversation I have! Always set a next step and then make sure you deliver on that. It will help you differentiate
yourself from your competition and show the client you are attentive to detail and do what you say you are going to do. Those are 2 of the biggest complaints
in the industry.
Use reverse engineering to determine the next steps and deadlines:
“If you want to have the project started by June 1st, I will need a final decision
and deposit in place by May 10th. You said you will need about 2 weeks with my
proposal, so I will need to get that to you by April 26th. It will take me about 10
days to formulate a detailed proposal so I will need to get final decisions on
design from you by April 15th. Does that work for you?”
You lay out the entire plan, get their buy in or approval/agreement of the plan,
execute and you will blow them away with your professionalism…