Creating urgency with a prospective buyer is often the largest hurdle salespeople fail to overcome. Little can be more frustrating to a salesperson than having delivered a masterful presentation, answered questions confidently, and remained passionate throughout the process, yet the result is push back from the prospect.
The overwhelming majority of Home Improvement & Home Service companies have experienced poor to horrible results when purchasing contractor leads. It is the unfortunate reality and overwhelmingly common experience that pros spend their hard-earned money with little to nothing to show for it in the end.
Often, I spend time thinking about my successes and failures in sales. As any sales pro with self-awareness will share, I found there are many deals I won due to what I did or didn’t do. I don’t have data to determine what percentage of my deals were the direct result of my sales ability & skill, but just like the deals I lost, I am responsible for most of my “wins”. In other words, it was not just dumb luck, rather using processes and skills that I know work.
The contracting business is highly competitive when it comes to winning new customers. We have all experienced our fair share of winning and often, and equal or greater share of losing. My goal in this article is to share some personal experiences and offer suggestions that will prove that the answer to the question above is not only FACT, but we can remove the “should expect” and focus on “You should close the deal on the first visit.”