Recorded and written By Ari Greenbaum, co-founder of conXpros
Simply providing a homeowner with an estimate for their home improvement project and waiting for them, just doesn’t get it done any longer. Just like today’s modern internet consumer requires you to “chase” after them, they are the same people you are providing an estimate and hoping to get to contract. If so, why would you wait for them after providing the estimate? Has the makeup and psychology of the potential client changed? They are the same person with the same brain dictating their actions. In order to close a high percentage of the estimates you provide require one simple thing… YOU!
So many home improvement or home services pros drop the ball when it comes to giving a winning estimate. Successful pros will share that they do not leave it up to the prospective client. Rather, they inject themselves into the homeowner’s process as an authority and trusted consultant. Of course, it would be difficult to be viewed as such unless the report was already established with you as the knowledgeable expert that genuinely cares about their clients. This part must be done long before an estimate is prepared or delivered.
In this video I discuss in detail the “why’s” and details of how to inject yourself and create the control you need to close more deals. It is imperative to create the follow up in conjunction with the delivery of an estimate. This follow up can be over the phone, by video, or in-person. How you do it is not as important as just doing it! When you set the follow up, you create the opportunity to help the homeowner understand the value of your services & work, understand the differences & details of each estimate (yours and the competitors), adjust pricing if appropriate, and help them make the best decision for their needs. This simple action puts you directly in the driver’s seat to success. Just like sitting in a passenger’s seta will not get the vehicle moving towards your destination, so too with estimates. You need to be in the driver’s seat to drive the prospective client to the desired destination… a signed contract with YOU!