As we have been discussing in our previous sales-related posts, homeowners can easily get overwhelmed when faced with a home improvement project. Even if they have a dire need to get it done, it may still be a tough decision to make. Finances, timing, scope of work, company and many other factors are all necessary parts of the decision making process for homeowners.
Let’s assume that your company is reputable, fairly priced and checks all their “boxes” yet they are still hesitant to give you the green light. You know from experience that once you leave the home their emotions may be all over the map, and they may end up choosing someone else. So like most “salesmen” you start rattling off memorized rebuttals in the hope that one lands. Those do sometimes work, but we find that one of the best ways to help an overwhelmed homeowner come to a decision is to simply bring them back down to earth.
Bringing someone down to earth is simply reminding them that the decision to get their project done is not monumental. Yes, it can be expensive. Yes, there are an endless number of companies to sift through to try to find the magic one. But at the end of the day, all they want to know is that the project is going to get done right.
Lead with humility and ask simple questions to make it easy for them:
- Do they trust your company based on the information you’ve provided for them?
- Do they need to get the project done?
- Do they feel confident in the materials you are going to use?
- Do they think the price is fair?
Sometimes just getting a “yes” to these questions is enough for them to realize that this is all they need to move forward. Remind them that they realistically don’t have time to cross analyze tons of companies, that you’ll take great care of them and the project will be completed sooner if they make a decision now.
The more level-headed you can be as their in-home sales rep, the more empathy you can implore, and the better chances you’ll have to clear the homeowners’ minds of all the chatter and get them to choose your home remodeling company.