In-Home Remodeling Consultations: Time is of the Essense

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Time is of the EssenceIn today’s digital, fast-paced, short-attention-span world, consumers have grown to expect everything to happen ASAP. And that applies to contractors scheduling in-home remodeling consultations too.

The longer it takes to respond to and meet with your prospects, the greater the opportunity for them to reach out to and meet with another contractor before you. Frequently, the first contractor to meet with a prospect will get the remodeling job.

If you wait too long to meet with the prospect — or even to reply to a request for a consultation — you will usually get crossed off the list of potential contractors the homeowner is considering for their project.

While it’s usually not possible to meet with a prospective client the same day they call for an initial consultation, you should, if you can. Or, meet with them the following day. Any longer than that, and you’ve opened the door for other contractors to jump ahead, and potentially become the preferred contractor to get the job before the homeowner ever meets with you.

This is one of the leading causes of appointment cancellations, and is an unfortunate reality of the increasingly competitive environment your remodeling business deals with every day.

Recommendations:

Ask the homeowner when his or her first available time is for a consult, rather than simply telling them when your next available appointment time is. This will give you a sense of how quickly the prospect is seeking to meet with a contractor.

If your first available consult time is more than 48 hours after the initial inquiry, consider spending a considerable amount of time discussing the project with them on the phone during the initial call. 

If a phone consultation is done, immediately follow up with an email recap of your conversation, and reconfirm your actual in-home appointment with the homeowner. The followup email does not have to be aggressive in tone, just prompt. 

The result? Expeditious appointments and timely followup will improve your closing rate and decrease your appointment cancellations. It will also give the homeowner added confidence that you will be responsive and on-time when doing their remodeling project.

Author: Jim Rauch

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