Don’t let the selling part of your exterior home remodeling sales job intimidate you or make you nervous. Ultimately, the first step is simply building rapport with the homeowner.
Keep in mind, while you are the one selling something, the conversation should not be about you. Be Interested, Not, Interesting! Start by asking a lot of questions. And most of them should have nothing to do with the exterior home renovation project you are there to sell.
Find out what the homeowner cares about, show an interest, and be curious. It could be anything from fostering dogs, vacation spots or a shared interest in Tom Brady’s career, the topic doesn’t matter! What does matter is making a true connection, building rapport and establishing trust.
There are 3 steps to building rapport with a homeowner: talk, show and interact. Here’s what we mean:
- You discover the homeowner has an old, restored car in the garage – his pride and joy.
- Talk about the car to learn its history and how he came to own it.
- Ask the homeowner to show you the car to establish that you are interested in what he cares about.
- Interact with the homeowner and his car by asking for a ride or even getting a selfie!
- Your homeowner is a personal trainer that has an amazing home gym in his basement.
- Talk about the gym and how he got into this work.
- Go down to the basement so he can show you his gym and its equipment.
- Interact by using the equipment and even asking for a few pointers.
- You walk into a house that is permeated with the smell of wonderful barbeque and learn the homeowner is making her own sauce.
- Talk about how she got started doing this and the spices she uses.
- Have the homeowner show you her kitchen so you can see her work in progress and get a closer look at the magic happening.
- Interact by getting a taste of her sauce, helping her make it or even purchasing a bottle to take home.
Before you know it, you’ll be invited to their neighborhood Memorial Day bar-b-que! You’ll also be installing the homeowner’s roof, windows or siding and likely that of any neighbors and friends that need one too.
See what we mean? Closing the sale is more about creating a relationship with the homeowner than touting your exterior home remodeling services and why you are the best person/company for the job.
Interested? Contact us today and we’ll help you get those bar-b-que invites and increase your home remodeling sales before the first day of summer!