A residential contractor’s understanding of the home improvement behavior process will help in converting more potential homeowner sales prospects into new home improvement clients. The homeowner is like any consumer considering a major purchase, and passes through a series of stages until deciding to pull cash out of their wallet.
There are five stages in the home improvement behavior process similar with other consumer buyer behavior. For a homeowner these stages are: 1) recognition of the need/problem to solve; 2) searching for information; 3) evaluation of available solutions; 4) selection of the solution and supplier; and 5) evaluation of the post solution purchase. You, the residential contractor, have the goal of being the solution supplier to the homeowner.Continue reading “HOME IMPROVEMENT BEHAVIOR PROCESS”