5 Ways to Close More Kitchen Cabinet Leads
Its easy to lose a sale. Cabinet buyers are savvy and shop around. But by following these five guidelines, cabinet suppliers and remodeling contractors can turn many missed opportunities into more sales from the kitchen cabinet leads you receive.
1. Always answer the phone
If you’re paying to market your cabinet or kitchen remodeling business, or purchasing phone leads from a lead generation partner, always answer your business phone. If you don’t, and its a ready-to-buy prospect calling, he or she will usually simply hang up and call another cabinet supplier. If you can’t answer your phone, make sure someone else at your office can. While every call isn’t necessarily a new customer, a single missed opportunity can rob your business of thousands of dollars in sales.
2. Missed call lead forwarding
When a call does get missed and goes to voice mail, be sure to set up a service that forwards your voice mail messages directly to the cell phone you carry with you. You can set up this service yourself using Google Voice. Or, some lead generation services such as Contractor LeadQ, supply this service for the kitchen cabinet leads they send you. Voice mail messages from missed calls are transcribed and sent to your cell phone in an email which includes the caller’s message, name, and callback number. If you miss an incoming call, you can return the call within minutes, not days later — or whenever your company voice mail is checked next. The longer it takes you to return a prospects call, the greater the chance he will call a different cabinet supplier. You can virtually always save these leads by calling back prospects within a few minutes of their call.
3. Don’t quote over the phone – require an in-home or showroom consultation
This is another way that kitchen cabinet leads can be lost. Homeowners are often looking for “ballpark” prices over the phone. And cabinet suppliers and remodellers sometimes give in to these requests. However, quoting over the phone simply arms the prospect with a price that can be shopped against competitors, leaving you without further opportunities to close the sale. Sales are made not just on price, but on the confidence and relationship you build with the project owner during the design and estimation process.
4. Don’t buy non-exclusive email leads
You may have already tried lead generation services in which prospects submit their information online and their kitchen cabinet leads are then sent to multiple cabinet suppliers and remodeling contractors. Contractors then call back the prospects as quickly as possible, annoying the homeowners, as they jockey to get the business. Even if a homeowner was ready to purchase cabinets, you still have to compete against as many as 10 other contractors for the business, depending on how many companies received the lead. If you buy leads from a lead generation service, be sure the leads are exclusive to you. This will increase the chances of closing those prospects multifold.
5. Don’t dismiss requests for cabinet refinishing
Talk to every prospect as if they need all new cabinets. As you know, cabinet refinishing can sometimes cost as much or more as new cabinets. Give the homeowner reasons to replace rather than refinish, and often times they’ll heed your advise.