You have produced a lead opportunity that has placed you in front of your target client. You determine the needs and wants of the homeowner and it appears that they are ready to hire you. After you present the solution they ask you what is the next step.
Do you have a process that allows you to help the customer go the next step? Or do you have to leave and come back after you put together the paperwork and pricing?
When your client is ready to go the best time to help them is at that time. If you have to come back you may lose the enthusiasm they have and not win the job.
Here are the some helpful basics for contractors to be prepared to close the job on the first appointment when your client is giving you buying signals. If you are missing any, you can learn them by joining contractor associations like NARI, buying books from residential construction experts, working with a contractor business coach, and participating in online contractor forums.
- Use a sales process.
- Use a contract form, three part carbon.
- Use a unit cost pricing system that allows you to price the project on site.
- Use a laptop computer and show the customer what they need to determine that you are their contractor for the project.
- Use a mobile printer to print on site.
- Provide financing.
Most people today want what they want when they want it. Instant gratification is in high demand. When the customer is ready to buy we need to help them. If we don't, we can lose the sale opportunity.
Also it is important to ask for the order.
Statistically 67% of salespeople don't ask for the order on a sales call. If you have a challenge asking for the order consider sales coaching.
Are you prepared to close on the first appointment if the homeowner is ready to go?
