With a nod to John Jantsch, author of Duct Tape Marketing, consultant Kyle Hunt, owner of Remodel Your Marketing, in Howell, Mich., often helps remodelers create a repeatable sales process and highlights the importance of building a “know, like, and trust” relationship with clients. “It’s really important to get to know their needs, wants, desires, and expectations,” he says. “Remodelers who make this effort have an advantage.”
Hunt suggests that remodelers not jump into design mode too quickly. They need to pause and make sure that a homeowner is a good fit for the company. “There should be a step between the phone call and an appointment, so you have the opportunity to qualify the lead and understand the project in more depth,” he says. “Maybe you’ll go on six out of 10 leads instead of chasing 10 out of 10.”
He also suggests that the designer/salesperson be the one to do a pre-meeting call before setting a follow-up appointment. He developed the Client Worthiness Index to help remodelers clarify what they might feel in their gut and to determine whether a prospect and project are a good fit for their company. If they aren’t, he says, remodelers should take action to make sure they’re not wasting their time.
“Remodelers need to protect their time, especially in this environment where many of them are wearing more hats,” Hunt says.
Stacey Freed is a freelance writer in Pittsford, N.Y.