I was recently in a conversation with a fellow LinkedIn member when I commented on a post he made.

The question he proposed was,”In the sales process, what questions do you ask the homeowner and how do you frame them?”

I think this is a great question and there isn’t a perfect answer that can be molded to everyone’s remodeling and home improvement business, because of the wide spectrum of projects we are discussing. There is one thing that is common however, a process that increases the opportunity for success. A sales process that brings success. Number one goal is to assess their needs. Why did they call you? You can’t sell anybody anything unless they have a need and want to have it resolved. You can’t earn their business unless you address their needs. If they are looking to have additional living space for their grandmother to live with them, but you are focused on quality and service, you’ll miss addressing the proper points. Asking questions, proper questions is essential. It all starts with assessing their needs. This is part of a successful process, but not the only proper step. In order to have a successful sales process there are steps (there truly are) to increase your ability to be in a great position at the time for a decision to chose you. I am sure you have heard this before, but it is fact:

” No one wants to hear how much you know until they know how much you care.”

Try asking questions that assess your customers needs and they will listen. Mr, & Mrs Homeowner, have you ever accomplished a home improvement project before? If yes, “How did that go?” What did you like about it? What didn’t you like about it?” They will lean you towards what is important and what isn’t important to them and you will know what to address (focus on) If they haven’t, you can educate them more and they need to be educated more on the process. Earn their trust by addressing what they just told you they do and don’t like or are not aware of. I could go on and on, but the important thing to remember is when asking questions, ask questions that assess their NEEDS. Great first step. Hopefully, if you are marketing your business brand properly, they already know you, like you and trust you. There are many ways to reach your ideal client before you meet them. I am sure they have or will be finding more about you, What did you do to make yourself an expert in the industry before you met them? Here is a helpful podcast we did on a sales process. Maybe it will help inspire an idea or two! www.remodelbuddy.com/sales-process-podcast