Monday, January 21, 2013

What Are You Really Thinking, Mr. and Mrs. Homeowner)?

Are you sure you want to do business with that homeowner, remodelers?

In his blog yesterday, Shawn McCadden provided a great list of questions to use in that first conversation with remodeling prospects. From revealing basic facts about the home and the prospect's timeline, to shedding light on how they might be as clients, the questions are helpful not only for identifying whether certain people are a good match for your business in the first place, but also for streamlining the sales and actual construction process that may follow.

On the list:
  • Why do you want this done?
  • Have you remodeled before? What was that like?
  • What are you looking for in a contractor?
  • Are you looking to hire a carpenter, or a professional remodeling company?
  • Are you speaking with any other contractors?
See the full list on Shawn McCadden's blog.

Go to the main site of daily5REMODEL.

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Shawn McCadden said...

Three more to add to my list that are standard on the lead sheet I share with my clients:

1.How did you hear about our company?
2.Was there something “Mr. Referral” said that motivated you to call us?
3.Was there something in the ad (article, comment, review, video….) that motivated you to call our company?

Abe Degnan said...

Here's one I use in various forms. An honest question, per Sandler training, that sounds curious and skeptical.
"Of all the companies and carpenters around here who could serve you, why did you contact us? What do you think we can do to help you differently (better?) than anyone else you've considered?"
What do you think, Shawn?

John Zito said...

From Shawn's blog, #15: "Are you looking to hire a carpenter, or a professional remodeling company?" Great question that I will add to my list. I run into this situation occasionally where I am on a sales call only to discover that they essentially are trying to be a general contractor and are trying to piecemeal a project together. This question gets to it quickly and can give a chance to lead to a discussion on the differences.