Don’t Sell to Your Leads. Make it Easier for Them to Buy.

Leads are people who have already expressed interest in your product or service, so don’t waste everyone’s time trying to sell them on the idea. Instead, focus on making it easier for them to buy. Ask yourself, “What barriers have I knowingly or unknowingly put in place, and how can I take them away?”

  • Do you require both homeowners to be present when you review an estimate? That’s inconvenient for many couples and may be a barrier to getting the sale.
  • Do you only give quotes or schedule service at particular times? Consider making yourself more available.
  • Are you quickly replying to messages from all sources…calls, emails, social media, etc? Keep a close eye on all mediums so that you can reply before the competition.

Of course, you aren’t the only one who may be putting up barriers. Your leads do it too. Think of ways you can gracefully take those away as well.

  • For example, if they’re planning to get three price quotes, show them the prices you and your competitors quoted a past customer’s job. This saves them time, puts all the information on the table, and gives you the opportunity to point out the benefits of choosing your company over the competition. (It will also strengthen their trust in you if your price isn’t the lowest on the list.)
  • If price is an issue, help them apply for financing (if available). Hand them your ipad with the application pulled up or give them the number to your financing department or finance partner, and let them make contact while you give them some privacy. The further they get in the process, the more likely they are to move forward with your company.

These are just a few examples of the many ways you can make it easier for your leads to buy. The more you review your buying process, the more opportunities you’ll find to streamline and improve the road to sales success.