The phone rings. 

You answer it. 

It's a prospect

Now what? 

Virtually all home improvement contractors drop the ball right here. They get so excited about this new prospect. They can't wait to get out to the prospect's house and make the "sale".

They spend one to two minutes on the phone and miss this golden opportunity to set themselves up as the most professional company and yet it is so easy to do.

Stop wasting your time dealing with prospects that only want the lowest price or are just kicking tires.

One of the first tools I get into the hands of my Closing Success System clients is a prospect interview script.  It's much more than a tool to gather their information. 

It takes is 5 minutes to avoid wasting 2 hours or more on a sales call you aren't going to close - especially if you know you offer a quality system at a competitive price.

Your Goals When Someone Calls Your Company

• Weed out the low price shopper (you know those people who have been brainwashed by that gargantuan retailer that preaches to always have low prices - they never say the lowest - just low).
• Use the hours and hours you?ve been wasting on low price shoppers to focus on closing the good and great prospects.
• Determine if this is a project you want to quote (profitable) and that you are capable of handling.
• Get the prospects buy-in to review your material that you are sending them before you meet. Skip this step and you will leave a lot of money on the table!!

Getting the prospect to buy in to reviewing your material is critical. 

This does several things, it establishes you as the person who is helping them make the best decision whether they choose you or not.

It also sets you up as the expert in the field.

And you will walk into the prospect meeting as the most professional company available and that translates into a significantly higher closing ratio.

A Special Note for Small Companies

Even if you don't have a full-time office staff to answer the phone - use this when you call your prospects back.

You'll eliminate the 10% or more that will waste your time because all they care about is price or they aren't read to buy. This alone will make you more efficient.

Spend 5 minutes so you can save the estimating time you've been wasting on these low end prospects.

Until Next Time,

Mike Jeffries

866-926-5100

Mike@ClosingSuccessSystem.com