A formal home improvement appointment setting process can streamline your company’s sales process resulting in more customers and increased profitability. It allows home improvement contractors to quickly pre-qualify perspective customers, shortens the sales cycle, saves time, money and improves your bottom line.
Here are some suggestions for a formal home improvement appointment setting services as part of your company’s sales strategy.
Appointment Setting Process
If your company lacks a formal home improvement appointment setting process, this will result in fewer appointments and have more cancellations. Worse, for the sales calls scheduled, you will have more homeowners that don’t show up or are unprepared for the duration of your presentation. Not surprising you will also have lower closing ratios.
A formal appointment setting process should include:
- Dedicated Appointment Setting Personnel vs Field Sales Personnel
- Formal Scripting To Qualify And Capture Homeowner Needs/Interests
- Participation of Homeowner(s) And Interested Parties
- Adequate Time Allotted For Field Sales Presentation
- Appointment Follow Up Email and Confirmation Telephone Call
The home improvement appointment setting process is the first impression and sets the tone with your prospect homeowner. What the caller hears will create a picture of what the home improvement contractor is.
Whether its an outbound cold-call or an inbound call responding to your marketing activities, this first contact should make the homeowner feel welcomed rather than being an interruption. The conversation should be courteous, professional and respectful of the prospect’s time. Ideally the homeowner should feel in control.
As part of this first contact is the needs analysis for your field sales personnel. What are the needs, concerns, history and urgency of the homeowner?
Your field sales person will confirm these things during the homeowner visit, but learning this information in advance will greatly help in the planning, sales presentation and questions asked.
Finally this first telephone conversation confirms the homeowner’s understanding of what the next steps are and thanking them.
Sell The Idea
The home improvement appointment setting process needs to sell the idea of the value of an in-home consultation.
An in-home consultation is a very simple, normal process that is repeated thousands of times each day with homeowners. The appointment setting personnel needs to be skilled at helping homeowners understand the simplicity and necessity of this process.
Furthermore the homeowner prospect must be comfortable and excited about the results they can anticipate from using your company’s services to solve his/her particular need.
Confirmation And Participation
You need to ensure that the right people with sufficient time allotted on their calendar will participate in the in-house presentation. Since the homeowner’s personal time is of great value to him/her, the appointment setting personnel need to explain what the time will be used for (questions, inspection, measurements, sales materials, etc.) and resulting benefits of a personalized solution to his/her needs.
Who should participate in the in-house presentation? Ideally the homeowner who will decide on a contract, but also making sure that the people who need to understand your company’s products and services are there.
Since homeowners have hectic lives, to minimize no-shows, an email reminder and confirmation telephone call two hours prior to the in-house presentation should be part of the home improvement appointment setting process.
Conclusion – Home Improvement Appointment Setting
Home improvement appointment setting begins with the initial telephone contact and ideally evolves to an in-house presentation. By following a formal appointment setting process, your field sales personnel and your homeowner prospects will be better prepared for an experience that is enjoyable, goes as anticipated, and leads to increased sales conversions for your company.
For additional information on home improvement leads for residential contractors and how they can help you grow your business, please Contact Us for a free, no obligation conversation.