Hypothetically, let’s say, you are feeling sick and decide to go to the doctor. He prescribes you medicine, and the following day you feel a little drowsy. You spend the second day shivering and on the third day you feel like you are going to die. Most people would stop taking the medicine and rush to the hospital. However, if the doctor had told you to expect these symptoms and on the 4th day you’d be cured, then you probably would have finished the medicine despite the harsh side effects.
If you’re not telling your homeowners how they are going to feel after agreeing to do a project, then you are no different than the doctor in the above example.
Many of us have experienced buyers remorse after making a big purchase. Expecting anything different from your homeowners is naive. As an external home improvement sales rep, manager, or business owner, it is your duty to explain to them how they are going to feel over the next few days to prepare them and ultimately keep them from cancelling the job.
It may seem counterintuitive to bring this up, but homeowners appreciate you telling them what to expect. Doctors aren’t scared to tell you the side effects of a medicine they know will ultimately help you, and you shouldn’t be scared to tell homeowners how they are going to feel after they decide to get a new roof.
Here are 4 simple ways you can better prepare your homeowner for buyers remorse:
- Explain what buyer’s remorse is
- Ask if they’ve ever felt it before
- Tell them a story of when you experienced it
- Give them collateral to curb the feeling after you leave
Build this practice into your sales process, and it will help your company’s overall net revenue. If your home remodeling company is doing any sort of “one-call-close,” then this is an absolute must. There is nothing more disheartening than spending a few hours with a homeowner, getting them to move forward on a big project, and having them cancel the project a few days later.
Is your exterior home remodeling business falling short of its potential? Check out our Growth Calculator. It has a preset conversion formula built in, so enter your information and see where you come out. And if you discover your company is falling short, then give us a call so we can help preserve your projects and increase your revenue.