HARDISON’S TIPS – APRIL 1, 2021 – HOME IMPROVEMENT SALES TIPS
Building rapport with potential clients and showing customers the features and benefits apply for every home improvements sales encounter. To outshine your competition and close more sales, however, you must be able to make clients comfortable with your pitch and excited about the results they’ll get from using your services.
Target Home Sellers
Share the benefits of the improvements you can offer to home owners. No one knows that more than homeowners who are getting ready to put their house on the market how much the right work done to your home can make a difference in the sales price. Consider using realtors to present your case to sellers. According to Realty Times, 90 percent of realtors believe that the right kinds of home improvements will help a house sell faster. Sell kitchen remodeling and bathroom upgrades to sellers by telling them they will recoup their investment quickly.
In many years, the IRS allows various tax credits for energy-efficient home improvements. A good sales technique is to keep up with the various tax allowances and push those items and services when making a pitch to a potential customer. For example, according to the Internal Revenue Service, homeowners can write off 30 percent of the cost of various items such as solar panels and insulated windows at least through 2016. Tax credits vary from year to year, so keep up with the changes and let your customers know how much they can save at tax time for what they purchase now.
Create Referral Program
One of the best ways to sell home improvements is to call on prospects referred to you by a friend or family member. You’ve already received a glowing recommendation or you wouldn’t have received the request for a quote. Tell the prospect that because of the referral, if the new customer agrees to use your service the friend who referred you will receive a check, dinner for two or tickets to a baseball game. The new customer will feel slightly beholden to the friend and also sees that she too could receive a referral prize for sending you customers.
You’ll have the most success using appointment makers if you provide them with a script for making cold calls and answering call-in requests. When your appointment setting team and your in-home sales presenters maintain a consistent message, customers are more likely to trust you and your company. Use positive reinforcement and specific phrases in the script that easily can be incorporated into both a sales pitch and the appointment pitch. When customers hear a certain phrase repeated, it sticks in their minds. For example, “we supply your needs and wants” is an effective phrase for selling home improvements. It targets both the needs of the homeowner as well as her desires. If she hears it with each contact with your company, she is more likely to believe it.