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Outsourcing home improvement appointment setting services (Business to Consumer) can streamline your company's sales process resulting in more customers and increased profitability.

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Home Improvement Appointment Setting

Outsourcing home improvement appointment setting services (Business to Consumer) can streamline your company’s sales process resulting in more customers and increased profitability. Because it is a valuable service for home improvement contractors to quickly pre-qualify prospective customers and improves the productivity of your in-house and field sales staff.  Consequently, home improvement appointment setting services provide immediate verbal contact with your potential future customers, saves time, money, and improves your bottom line.

Here are some suggestions for using home improvement appointment setting services as part of your company’s sales strategy.

Home Improvement Appointment Setting Overview

Let’s review the different stages in the home improvement appointment setting process.

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Home Improvement Appointment Setting
DISCLOSURE: Nexus Teleservices is a Nearshore Outsourcing Inside Sales business provider.

Formal Process

Companies that lack a formal home improvement appointment setting process result in fewer appointments and have more cancellations.  Worse, will also have more sales calls where the homeowner doesn’t show up or is unprepared for a professional presentation.  As a result, their salespeople experience lower closing ratios.

SHOULD INCLUDE

  • Dedicated Appointment Setting Personnel vs Field Sales Personnel.
  • Formal Scripting To Qualify And Capture Homeowner Needs/Interests.
  • Participation of Homeowner(s) And Interested Parties.
  • Adequate Time Allotted For Field Sales Presentation.
  • Appointment Follow Up Email, Confirmation Telephone Call or SMS Text.
Home Improvement Appointment Setting

First Impression

The process is the first impression and sets the tone with your prospective homeowner. Basically, what the caller hears will create a picture of what the home improvement contractor is.

Whether an outbound cold-call or an inbound call responding to your marketing activities, this personal connection should make the homeowner feel welcomed rather than being an interruption.  Accordingly, the conversation should be courteous, professional, and respectful of the prospect’s time.  Whenever possible, the homeowner should feel in control.

As part of the appointment, the setting is the needs analysis for your field sales personnel.  Chiefly, what are the needs, concerns, history, and urgency of the homeowner?

Your field salesperson will confirm these things during the homeowner visit.  However, learning this information in advance will greatly help in the planning, sales presentation and questions asked.

The home improvement appointment setting process should then confirm the homeowner’s understanding of what the next steps are and thanking them.

Home improvement Appointment Setting

Sell The Idea

The home improvement appointment setting process needs to sell the idea of the value of an in-home consultation.  Because the homeowner’s initial contact with your company may be a general information inquiry or for a price quotation.  Consequently it needs adjusteing so the homeowner appreciates the value of an in-home consultation with your field sales personnel.

An in-home consultation is a very simple, normal process repeated thousands of times each day with homeowners.  Consequently, the inside sales personnel need to be skilled at helping homeowners understand the simplicity and necessity of this process.

Furthermore, the homeowner prospect must be comfortable and excited about the results they can anticipate from using your company’s services to solve his/her particular need.

Home Improvement Appointment Setting

Confirmation And Participation

The process needs to ensure that the right people with sufficient time allotted on their calendar will participate in the in-house presentation.  Also, the appointment setting personnel need to explain how the time will be used.  For example, questions, inspection, measurements, sales materials, and the benefits of a personalized solution to his/her needs.

Who should attend the in-house presentation?  Basically, the homeowner who will decide on a contract, but also the people who need to understand your company’s products and services are there.

Since homeowners have hectic lives, an appointment reminder action should be part of the home improvement appointment setting process. Generally, this is email reminder the day before and confirmation telephone call or SMS text two hours before the appointment.   Because you wish to avoid “no-shows” which wastes your field sales staff’s time.

Finally, one last question for the homeowner prospect is where they heard about your company.  So you can pass this back to your marketing staff for future activities.

Home Improvement Appointment Setting Conclusion

Recommendations for companies considering home improvement appointment setting services is presented. Specifically these include 1) Appointment Setting Process, 2) First Impression, 3) Sell The Idea, and 4) Confirmation/Participation.  Consequently, by following a streamlined home improvement appointment setting process, your company will benefit. In brief, your home improvement appointment goes as anticipated and leads to increased sales conversions.

Please call us at (888) 339-6699 to discuss which call-center outsourcing service will serve your business needs or Contact Us.

Comments (1)

Thanks for the advice on how to improve my home remodeling service.

Keep the articles coming.

Comments are closed.