Remodeling Sales - How To Tell Tire Kickers From Real Prospects

marketing sales Sep 07, 2017

How can you tell the tire kickers, price shoppers, and other time wasters from those who are serious about doing a remodeling project?

It's not that hard if you ask your potential clients the right questions.

When you learn the meaning behind their answers, you'll know which clients to spend your valuable time with.

It all starts with the initial phone conversation.

Q: What's your address?

A: Where the property is located in the place to start. Is it in your desired geographical work area? If not, you can end the conversation immediately.

Q: How long have you lived in your home?

A: If they just purchased the home how will the project be financed? If they have lived there for some time they may have a good equity position for financing. 

Q: Have you done a remodeling project before?

A: If yes, then why aren't they using the same contractor? Did this homeowner have a bad experience or are they unreasonable for contractors to work with? Did they end up in court with the contractor? This could be a hint that they one of the 10% of customers that won't let you make a profit.  

Q: How long do you plan on staying in your house?

A: If they are fixing up to sell, you can bet they are looking for the lowest price possible. If they plan on staying in the house for a long time, they will most likely be looking to get things done right.

Q: Do you know what year your home was built?

A: Many contractors won't work on older houses. Older homes often have regulations and abatement hoops you'll have to jump through.

Q: Are you trying to stay within a certain investment amount?

A: They may tell you a number, but more than likely, they will just say YES. This lets you know they have done some research and have an idea what they can afford. Once you learn more about the project, you'll be able to discuss price ranges. 

Q: Are you talking to other contractors about your project?

A: If they have already spoken with ten contractors, find out who and why they haven't made a decision yet. They may be shopping price or are just fishing for ideas. This also helps you know who you're competing against. Pickup truck Pete or other professional construction company.

Q: How will you decide which contractor you will partner with for your project?

A: If they are just looking for the lowest price, run for the hills. If they seem to fit your ideal client model, then you should continue. You can make the decision if they are a good fit for you and your company?

Q: When are you thinking of starting your project?

A: A start date lets you know the sense of urgency this client has. Are they being realistic in what it takes to start a project? Does it fit into your schedule? You'll probably have to decline if you're booked out six months and they want to start now.

Q: Do you have plans for your project yet?

A: You'll often have to educate the client about the planning process. You can qualify them on your planning and estimating services on a fee base. You will lose some prospects at this point because they may just be tire kickers.

And sometimes it's not a question, but an observation.

A spotless home with white carpet and tons of perfectly dusted trinkets could indicate a tough to please person. A messy house could be an indecisive person. Someone to busy to give you their full attention is a sign they are not serious. Pay attention!

Your #1 job in selling it to be a good question asker.

You have two ears and one mouth. Use them accordingly

To your success,

Dan Baumann
Chief Experts Academy

What sorts of questions do you use to qualify your prospects?