Sales. No matter the industry you’re in, it’s an inevitable part of your day-to-day as a business owner or entrepreneur.
As home improvement professionals, you’re constantly trying to sell your business and capabilities to homeowners. And when it comes to their home, they need to know they can trust you.
Credibility, which is aided by your confidence, is one of the factors that contribute to sales success. When you’re selling, you’re passing on the belief that your solution is the best one for the homeowner, and if you are not confident that your business is the best option, how do you expect the homeowner to be?
A lack of confidence can make you stick out like a sore thumb. And a homeowner that can pick up on any sign of uncertainty or hesitation from you, will move on to someone they believe to be more reliable.
Having confidence in yourself and your capabilities is key to closing more deals for your home improvement business.
Keep reading to learn tips on how you can boost your sales confidence!
1. Put yourself in the homeowner’s shoes
Something that always works is putting yourself in the shoes of the homeowner. Being able to discover their needs and concerns is key to developing your sales pitch.
The more you can understand their point of view and then try to address or solve the issue, the more confidently you’ll be able to acquire their trust and confidence.
Understand the issues that come with your industry, whether you’re in roofing, painting, HVAC, etc. – identify the common problems and concerns homeowners in your industry face and be ready to prove to them you can be a solution to their problems.
Remember, homeowners don’t always have the knowledge they need to make the best decision, that’s why they need to trust that you can. And gaining their trust in your capabilities is the ultimate key to making the sale.
2. Drive home your Unique Value Proposition
There are plenty of home improvement businesses out there that ultimately do the exact same thing as the next guy. So what makes a homeowner pick one over the other?
Your Unique Value Proposition (UVP).
Your UVP is what makes you different from your competitors. It’s how homeowners, and all buyers, decide to choose the company, brand, etc.
The process of sales is all about transferring confidence to the buyer (in this case, the homeowner).
YOU know why you are better than your competition and it all comes down to relaying that information to the homeowner with the utmost confidence.
You believe in your business—make the homeowner believe in it too.
Even though you know you have more to offer than your competitors, it doesn’t mean you need to go around bad-mouthing your competition. Check out our blog “Close More Home Improvement Deals Through Positivity & Selling The Value You Offer” to learn how to always focus on the positives of your company instead of the failures of others.
3. Utilize helpful resources
Sales is a skill. It can be taught and learned. It’s not something you are born with. And salespeople are the most successful when they keep an open mind and continue to build their skills.
In today’s information-saturated world, there are a plethora of resources available to help you take your sales skill to the next level. Take a look at this article from Hubspot on the best sales advice from selling experts. And if podcasts are more your speed, we recommend listening to “The Sales Evangelist” by Donald Kelly, for in-depth interviews with sales professionals and valuable advice on how you can take your business to the top.
ConXpros has an extensive list of resources dedicated solely to helping home improvement professionals grow their businesses.
Check out our Sales Tip Resource Center and blog for advice surrounding best sales, lead generation, and business practices.
4. Master your sales process
The use of a sales process varies depending on the salesperson. Some follow a strict process and others don’t like the structure.
But usually, each salesperson has a way they like to do things, and that usually creates a process within itself.
The key is to master your process because people are usually the most confident when they know how to do something well. Once you’ve mastered your process, it will become more of a habit—making you not have to think about your next move when a concern arises.
But, regardless of how great your processes may be, it’s all about the energy you put forth. To learn more about the type of energy you should put into your sales call, check out our blog, “Energy…The Fuel That Drives Success.”
Being a confident salesperson allows you to remove any doubt from the homeowner’s mind surrounding your home improvement business. When you trust someone, it’s easier to make a decision, especially one that involves your home.
When it comes to home improvement, homeowners are forced to make a big decision regarding one of their largest assets which is why it’s so important to them to find a contractor that they can whole-heartedly rely on.
It is up to you as the salesperson to show that your company can meet the needs of the homeowner, and without confidence, doing this will be a long shot.
Confidence isn’t something you can buy, but the more you understand the homeowner and the sales process, the more likely you are to close more deals.
Looking for advice surrounding lead generation for your home improvement business? Check out more of our blogs or schedule a meeting with a team representative today to learn how conXpros can help you grow your business!