Signing up with Same Day Pros is a good sales move for your business with our technology enabling us to drive qualified leads based on your specific preference. Hooray for you for recognizing how this is a good strategy for businesses to be able to raise the chances of closing more deals with customers.
You can take Same Day Pros as a sales and marketing move on your part. We deliver contact information from leads with confirmed intention to hire. However, the sales funnel doesn’t stop with leads. Essentially, you have to win over those leads and close the sales. Today’s customers are more mindful of choosing the right contractor, especially for high-value projects. Remember, aside from you, potential customers have also talked to at least two or three contractors before reaching a final decision!
So where do we go from here?
You may have all the experience and could certainly deliver an awesome job but you also have to develop sales skills to seal those deals.
Of course, not everyone is a natural when it comes to sales but knowing what skills to develop and practice will make it easier and easier for you (or whoever handles client calls).
Here are the top 3 skills that every home improvement contractor should develop:
Having an In-Depth Service Knowledge
No matter how much charisma a contractor has, if s/he doesn’t have in-depth service or product knowledge, then a lead will not pan out. This is especially true if you are dealing with prospects who really ask questions to weigh if your company is the right one to solve their issues.
Having in-depth service/product knowledge will also give you a boost of confidence, which will help you clearly communicate with homeowners. You may even add value to conversations with your leads, give valuable suggestions and recommendations and even provide clear insights on how the project will proceed if ever the customer will pick your company.
So how will you do this? Prepare your team! Use the knowledge that you have acquired through experiences, and make sure that you are all updated with the latest trends and offerings in the industry. Read up or attend seminars if you have the time, budget, and resources. Have conversations with your team on different scenarios that homeowners face in your industry and how your company will be able to help them. Make sure that you know all of your services and offerings by heart (it wouldn’t hurt to make a list and study them).
Preparation goes a long way!
Empathy and Human Touch
Always add that special human touch when you approach your leads. Keenly listen to your customers and pick up nonverbal cues. Don’t just give out rehearsed information. Tap into your customer’s pain points and show them that you care for their opinions and frustrations, while at the same time making them feel understood and important. See how good and active listening is really the building block of communicating?
Some may now view this as a skill, but not all people can easily slip into someone else’s shoes and relate to others at a more personal level.
This will help you create a connection with your leads, making your message/proposal feel more genuine and personal.
We are all familiar with Charles Darwin’s Theory of Evolution, and how adaptation plays a huge role in survival. It’s basically the same in the home improvement industry. You have to learn to adapt and be open to new techniques, strategies, and skills.
You must also learn to modify or be flexible with your approach depending on the requirements, situation, and even the personality of your lead, which you will pick up while speaking with them. Again, active listening, empathy, and in-depth knowledge of service, product, or industry knowledge will help you frame your message to suit your lead more.
All of the skills mentioned above could be developed or you may have them already. If you do, be consistent, play your cards well and close those deals. If not, you’ll get there, be customer-centric and strive to improve yourself/the team.