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Ask Me Anything About Selling Home Improvement

12K views 106 replies 26 participants last post by  griz 
#1 ·
Through my years of being a top home improvement sales rep at various 8 and 9 figure a year companies, I've developed what I believe to be " The Perfect Home Improvement Presentation". I still sell every single day (even though I don't need to I just do it to keep the muscle strong) and consistently write 200K or more a month in new business and close at a 50% closing ratio or higher.

I'm writing this because a lot of people seem to have questions about getting more leads here, leads mean nothing if your not closing every lead thats closable. I'm willing to answer any questions you have about getting the job on the first meeting with the customer.

Ask me anything about selling home improvement.
 
#18 ·
Absolutely, They need to have the ability to purchase (Money or credit) and the authority to say yes ( all decision makers there) The third one is a a general want, need, and desire for your product but you build desire and need when you get there. Even if someone tell you there not going to do anything for 3 years you still pitch that lead.
 
#19 ·
You have the right mindset. I cant tell you how many leads I've sold where the homeowner tells me I'm wasting my time because there not doing anything until next year no matter what I say. Buyers are liars. The good thing is 90% of contractors wont bother pitching homeowners like that. They only want lay downs so if your presentation is strong and you know how to close you can pick up those deals all day long.
 
#9 ·
Geez, kids, give the man a break.

He didn't say his personal income was 200K a month, he said he closed that much for the company he worked for. Reading comprehension, folks,

He just posted this Friday afternoon. It's Saturday morning. How soon did you want him to get back to you?

If someone comes on here asking questions, you give 'em hell for not knowing the answers. Someone comes on here offering assistance, and you break his balls. Sheesh. :rolleyes:

Personally, I don't need any help closing or selling. My natural charm, exquisite good looks, vast knowledge, friendly personality, and professionalism, not to mention my incredible humility, means that I have a full-time job just turning customers away.


Delta
 
#27 ·
You are not a contractor. By your own declaration, at best you are someone who provides a service to contractors, ie., marketing/sales services. As such, it would appear that your participation here is not philanthropic; it's for personal gain.

This thread is closed until that's cleared up.
 
#29 ·
Want to thank the moderators for re-opening the thread. Some compliance issues were taken care of and we can continue. Just to clear something up I write 200k a month in business for the company, not personal income. Keep the questions coming if you have anything to say about selling. Thanks!
 
#38 · (Edited)
What do you typically sell?
Roofs, Kitchen Remodels and Bathroom remodels.
I have a couple of questions for you Dean,

1) What is your average job size in dollars?

2) Can you share "The Perfect Home Improvement Presentation" you've developed with us or do you charge a fee for this?

3) Can you walk us through how you close a kitchen remodel on the first meeting with a prospect?

4) I ran across this post you made back in January, so do you sell roofs, kitchens, baths, windows or online lead generation services?

http://www.contractortalk.com/f12/question-replacement-window-companies-316921/#post5507577

I used to write 200k+ a month as a window salesman and now work with a number of big companies that do window replacement helping them with there online lead generation. The idea behind lead generation is always the same, it never changes no matter what you sell. this is all you need.

1 - A source of traffic to your landing page and...

2- A high converting landing page to turn that cold traffic into warm leads.

You also need to know the proper way to follow up with the leads, qualify, set an appointment, and actually close the job on the first meeting buts that's a topic I can go on for hours about.

If you have those two things set up properly, and the key word is "properly" you never have to worry about new customers again ever.

Learn how to close the sale and you can write your own paychecks. Feel free to send me a PM if you need anymore advice. Happy to help. I have a ton of experience in sales and marketing.
 
#39 ·
I understand the importance of closing on the first meeting or as soon as possible as each additional meeting gives the buyer an opportunity to walk away, but... How do you know you're not signing a contract with someone who has no money, morals or worse?
 
#40 ·
Closing on the first day is important because of the reasons you stated and also because there excitement level goes way down just a couple hours after you leave. When your there they might think what you offer is the best thing since sliced bread, an hour or two after you leave they might think it was " really cool" and tomorrow its "alright". you need to close the deal when there at a level 10 with your product and there trust for you and your company. Coming back a day or two later means you have to build them up again in order to close.

When you give them the price ask them if its affordable. " Every thing else aside if you wanted to do this would It be affordable?"

Whats the main problem your running into?
 
#48 ·
What do you mean? Our friend Dean, being the successful home improvement sales rep that he is, has made so much money that he no longer needs to sell but just does it to keep the "muscle" strong. He is so successful in fact, that he has developed a system to "share" with us so we too can be just as successful. He is doing all this out of the kindness of his heart and not to make a buck on any of us hardworking contractors that frequent these forums...
 
#51 ·
There's about 3 vans full of people that go out everyday so i'd say like 15-20 canvassers. Not sure how many doors they knock a day, I know the quota is to set 2 appointments a day. Most of them are just money Hungary high school kids equipped with a good pitch and training.
 
#68 ·
Here I'll ad some value to this thread. Here's a article I wrote on a popular sales forum that got a really good response. It was written for phone sales people but the same tactics apply for face to face home improvement sales.

---------------------------------------------------------------------

I'm going to go on a short rant about objection handling and closing over the phone. People ask me all the time how to handle certain objections they get when they ask for the close at the end of there presentation. The answer is YOU DON'T. You don't answer the objection. One of the biggest mistakes I see sales people make especially in B2C is addressing the objections head on.

One of the worst things you can do when your done with your presentation and ask for the close and the prospect says " I want to think about it" is to try to find out WHY they want to think about it. Don't answer the objection head on. When you do this you instantly break rapport and you start sounding pushy or " like a salesman". The correct technique is to deflect and run a rebuttal sequence that builds more value and trust. Your rebuttal sequence will essentially be a 2nd presentation.

What you need to understand is even if you give the best presentation ever people arent going to say yes right away no matter what. Time needs to pass before they can say yes. Thats why addressing there objections head on doesn't work because there not real there just stalls, when you address them you instantly break rapport and greatly reduce your chances of closing.

This brings me to another HUGE mistake that goes hand in hand with what I went over above. You can't front-load your benefits. Front loading is when you give all your best stuff in your first presentation and then have nothing more valuable to say after they say " i want to think about it". Here's how you do it.. when you give your first pitch always give the weakest benefits, keep it exciting but dry. Your not really trying to get them to say yes after this. You should EXPECT "NO". After they say no you transition into your 2nd presentation where you'll give your next most valuable benefits about your product/service, why they should trust you, and why your company is the best to work with.

Keep doing this over and over again, giving 2nd, 3rd, and even 4th presentations re-establishing those key points, asking for the order after each one, and transitioning through them in a smooth elegant way and you'll close every single prospect thats qualified.
 
#89 ·
planning on responding just haven't had the chance. Can defiantly post a picture of a contract. Basically they pick what they want from our product lines and there's fixed pricing. But I'll defiantly go more in detail when I have a few minutes to write it out in detail.
 
#94 ·
I don't think I would want to make my clients wait around for me while I sit out in my truck pricing something up.

I much prefer to get back to them in a day or so with their quote.

I did install a laptop stand for the quick break fix stuff which can be priced out quickly.

Sent from my XP7700 using Tapatalk
 
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