Selling Tips on Face-To-Face Lead Generation
Telephone Script… Suggestions when calling your prospect.
“Hi, my name is (your name) with (XYZ Company). American Home Services contacted me and said they talked to you at your home and that you were interested in getting a free estimate for (Service Type). I would like to set up a time to come out and tell you a little about our company and help you come up with some ideas for your project and get you some pricing. There is no obligation to buy anything and we will not pressure you. We are offering some great specials right now.
When is a good time when you and your spouse will both be home?”
If the prospect says they are not going to do it right now, then let them know there is no obligation and you can at least get them started in the planning and budgeting stage. It is ok with you if they don’t buy today. You want business now and in the future.
You just want to set the appointment. Don’t sell them or try to qualify them over the phone. Once you are in their home you can sell them on your company, service, quality and workmanship. If you do a good job a lot of these prospects will decide to buy now.
Most prospects have objections, it’s your job to get them excited enough to take action. Everyone says they are not buying right now. You can’t worry about that until the end of your appointment.
Selling Tools….
It’s a good idea to have some presentation materials. Show them you are licensed and insured. Talk to them about how long you’ve been in business. You should have some testimonials and before and after pictures of some of your work.
We recommend that you have a special coupon to give them when you arrive at their home. People love discounts and coupons. Put an expiration date of about 30 days from your appointment date on it. This will help you create some urgency for them to act sooner than later.
Remember, you can’t sell every lead. You can expect to sell 1-2 out of every ten leads you run. You can improve your percentages by creating a lot of urgency and getting them excited about having the work done.
Good Luck Selling….
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