Have you ever heard the saying, “You never get a second chance to make a first impression?” It’s true and your first conversation with a homeowner is important.
The first conversation allows you to get a solid understanding of their project as well as set the tone with what working with you will be like and how you are different than other contractors or remodelers.
Most contractors/remodelers just jot notes down on a blank sheet of paper and ask the questions that come to mind. This behavior can hurt your initial impression and in turn your close rate. You are flying by the seat of your pants and you need to stop this.
Be prepared for this initial call by being armed with a professional and concise “Project Discovery Sheet.” This sheet contains an outline for you to follow; a list of professional questions to ask and advice on how to convert that call to an appointment (if so desired.)
A few of the basic questions that should be on the Project Discovery Sheet include:
- How did you hear about us? (Always get this information.)
- Have you remodeled before? If so, how was your experience?
- What do you know about our company?
- What is important to you in a remodeling company/contractor? (Design? Experience? Single source of responsibility? Craftsmanship? Or something else?)
- Why do you want to have this work done now?
The Project Discovery Sheet is designed to ensure a great first impression and don’t forget a good rule for an exceptional initial conversation is 70% the client talking and only 30% you.
Be prepared for new prospect calls as you never get a second chance to make a first impression.
Sidenote: You can use the questions I mentioned above for your Project Discovery Sheet, or I’ll send you a copy of my complete Project Discovery Sheet so that you can start using it today. Fill out this brief form to request my Project Discovery Sheet and I’ll get it right over to you.
I look forward to using the information offered on your discovery sheet thank you
Yes we all need this kind of information. with the economy the way it is and all the competition out there we can use all the help we can get. I have kept my business afloat through word of mouth but the jobs are flowing very slow rite now. The jobs that I have lined up keep getting pushed back for various reasons. Thank you for sharing this information, I will try your suggestions on my next lead.
Sincerly,
Jack Barnett
Barnett Woodworks & General Contracting LLC
Than you! The information presented offers a clear/precise orientation step.
Great article. My golden rules are listen, listen and you guessed it…LISTEN! When I listen, I recall a name just like that. That alone makes a huge impression, when you casually bring this into the conversation. Listening conveys empathy and understanding. A listener is here to help.