VIDEO: 6 tips for successful renovation sales
Victoria Downing, president of Remodelers Advantage, shows you six things you should be doing if you want to increase the percentage of renovation pitches you actually close
July 16, 2015 by Steve Payne
In this video from Remodelers Advantage, the Maryland-based reno contractor training experts, Victoria Downing runs through six things you need to be doing to close more sales.
The video contains a lot more detail than a simple list, but here are the six things Victoria talks about:
(1) Make an outstanding first impression. You have made your first impression within 3 seconds: So be on time, dress well, greet your prospective customer with a smile, eye contact and a cheerful greeting, etc. This sounds obvious, but not enough contractors appreciate the importance of the first three seconds of any sales call.
(2) Ask open-ended questions (questions that aren’t answerable by a simple yes or no). These include “Who?” “What?” “Where?” “Why?” and “Tell me about…”
(3) Ask the prospective client about their budget EARLY in the process of interviewing them. And when you ask the question, do not ask them about what they are hoping to “spend,” or what they were hoping the “cost” will be, ask them what they were looking to invest. Investments bring returns – as do home renovation investments.
(4) If (3) is unsuccessful – the client has no idea of their budget – or if their budget is unrealistically low then bracket some possible budgets for your prospect. “This type of work can cost between $20,000 and $35,000…” and monitor the reaction.
(5) Know how you are going to reply to common objections BEFORE you hear them. Every salesperson in every industry will know the six most common objections they are likely to hear when pitching for more business. Know them, write down the best answers, memorize the wording you have decided on, and have them on the tip of your tongue every time you hear them. The more confident you are in responding to objections, the better chance you have of allaying the prospect’s concerns.
(6) Always ask a prospect to make a decision, at every meeting. If you don’t ask for the business, or ask for the go-ahead, you might never get there.
Victoria Downing is a leading authority in the remodeling industry, writing for Remodeling magazine, presenting educational seminars across North America, and is the author or co-author of several industry books, including “The Remodeler’s Marketing PowerPak.”
Do you have a burning question you would like Victoria to answer in a future issue of PowerTips? Send it to her via Twitter: @VictoriaDowning and be sure to use the hashtag #PTanswers. Or email Victoria: email@example.com