How to sell remodeling
Construction Sales Training - 7 Simple Steps To Closing Over $1MM In Sales In 12 Months
hey what's going on my friend this is
Matthew Hamill with local contractor
blueprint and today's video is about
sales strategies and tips and tricks on
how to close the sale when you're doing
an in-home appointment consultation
especially for the remodeling niche
right but this would apply to anybody
else if you're doing in a home
appointment the first thing that I
really want to touch on today is going
to be mindset right and this video is
going to be me going over things that I
do right I'm not going to give you some
theory I'm going to tell you what I do
and what works for me you can take it as
it is you can take it and tweak it to
your liking to your business to your
niche but this is exactly what I do so
the first thing is mindset so when a new
lead comes in right I treat them as
though they're already closed I treat
them as are as if I've already won the
sale I've won their business and I'm
literally when I schedule the
appointment
I'm literally there just to take their
order right kind of like when you drive
up to a fast-food restaurant you're in
line essentially you being in line
you've closed the sale right now you're
just there for somebody else to take
your order to give you what you want
and that's that and that's how I treat
it that's how I look at it that's my
vision on it is they're already closed
I'm just here to take their order so
that's my mindset right and it for me
it's a confidence booster I have a ton
of certainty when I walk into that
person's house so I don't look like I'm
desperate I don't look like I'm trying
you know to hard sell anybody it creates
for me a very relaxed attitude a very
relaxed demeanor and a very relaxed
environment you know because
unfortunately contractors have a bad
reputation across the board it doesn't
matter who you are they just have a bad
reputation so if I walk in confident
like that knowing that's already closed
and that I'm just here to take their
order right they're relaxed as well if
I'm the last they're relaxed they're
just going to reflect off of you so
that's my mindset that's why I walk into
a console now the second thing is you
really want good marketing and if you've
watched any of the other videos that I
put up you'll know what kind of
marketing we do we do content marketing
value-based marketing and we do
marketing in such a way that positions
us as being the experts and leaders in
the industry that we're in right
we put out valuable content that grabs
people at the intersection of research
and purchase versus grabbing them at the
point of they're looking for a
contractor because now they've figured
everything out right
once they're looking for the contractor
especially if you're getting leads from
a home advisor from porch I think the
red beacon thing from Home Depot or any
other lead provider that sells the same
lead to five or ten other contractors
you better believe that you're not
making any money on that job you're
going to barely be able to cover your
costs and really not make any profit
because at that point that person is
shopping based upon price and not value
so you're racing to the bottom in order
to close that deal so good marketing
will help to avoid all of that headache
and will keep them from shopping you
against other contractors because the
marketing is already set you up as being
the leader and expert in the industry
now you just need to show up and close
the deal right so good marketing got to
have it alright so number three this is
basic man
number three is grooming you want to
look good smell good do not look like a
contractor when you walk into that place
right here's how I dress I walk in with
either nice pair jeans or nice shorts
right we do a lot of work in country
clubs out here
high-end high-rise buildings you know
downtown LA Hollywood Santa Monica we do
with a higher end clientele down here so
I wear a nice pair jeans or a nice pair
of shorts depending on the weather right
and then I'll wear a nice button-down
shirt every single time I don't wear
t-shirts at all this is just me this is
how I roll make sure the shirts fit
right if you're a bigger guys you're a
little overweight that's fine but just
make the shirt fit don't buy a big shirt
to try to hide the fact that you're a
bigger guy just wear a shirt to fit it
looks better when you buy a shirt that
doesn't fit you look like a slob so make
sure it fits please but yeah a nice
button-down shirt no stains on it make
sure it's clean and you know crease the
sleeve right and for me I roll them up
just too
rolls right I unbutton the cuff and I
roll them up to rolls and that's how I
roll
you can wear it all the way down you can
roll them up a little bit doesn't matter
but make sure it's clean you got creases
in the sleeves and you'll be fine
the other thing is make sure you've
bathed I know this was basic but please
do it because I've seen a ton of
contractors make these basic mistakes
make sure you take a shower before every
consultation deodorant please use soap
Barna showering deodorant you know wash
your hair make sure that it's good right
later this is basic and then when you
get out put your deodorant on put some
lotion on right arms legs put some
lotion on it's not going to hurt you and
then Cologne I do one spray of cologne
right on the neck one spray I don't want
to smell like I'm drowning in it I don't
want to smell like a cheap [ __ ] right
you want to spray some cologne just one
spray to make sure that you smell
amazing right and that's how you show up
to your consult so we've got mindset
we've got good marketing now we've got
you know first impression on your
appearance right make sure it's flawless
now number four your appointment time
contractors have a huge reputation for
saying I'll be there between 2:00 and
5:00 or two and seven or two and
midnight or whatever right set an
appointment that you know you can meet
and then be there early 15 minutes early
thirty minutes early early is on time
because a couple of things one if you're
early there's no way in hell you can be
late number two if you're early and you
tell them you're early one it's a good
sign for them but two they can probably
take the appointment a little bit
earlier so you can get out and on with
your day a little bit earlier that's how
I like to do it do not show up late do
not give them a window for me I know
that from my house to anywhere in LA
it's going to take me about an hour and
a half and I set all of my consultations
where I can try to beat traffic right to
driving from here to LA at 6:00 in the
morning is suicide so I set my
appointments at 10 o'clock that's all my
consultations are at 10:00 a.m. and then
I'll say five another one in the
afternoon it's like at 2:00 o'clock like
I said it at 10:00 a.m. so I leave my
house at 8:00 a.m.
now I usually get there anywhere it
takes me maybe an hour and 15 to an hour
and 30 depending on how the day is going
with traffic but I'm always there early
regardless right that extra 30-minute
buffer gives me time you know if there's
really bad traffic or a really bad
accident I can reroute and still show up
on time but that's what I do I leave two
hours early to get to my consult now if
you're local and you don't have to do
that fine leave 30 minutes early
whatever but if you know you have to
drive and you need to be in unemployment
at 10 o'clock Leivers just leave early
it's simple and early is on time always
remember that early is on time on time
is late right on time is late let that
be your mantra so number five once you
get to the appointment right number five
is the Columbo or the Socratic method
and it's really the method of asking
questions I've heard from homeowners
over and over and over again you know I
have this contract to come in and he
just told me what he wanted to do oh my
gosh
the dudes not living there right so why
is he telling the homeowner what he
wants to do this is about the homeowner
they're spending the money and they're
living in this house this is all about
the homeowner so the Socratic method or
the Columbo method is one in which you
take the knowledge that you already have
right take that knowledge put it into
the form of questions and just ask and
listen ask and listen you know ask your
question write down the answer if you
have a follow-up question to the answer
that they just gave you ask that
question and then write down that answer
right and continue through this you know
we have a forum where we have all of our
questions you know where we need to get
everything we need right moving more
topic of the walls
what kind of backsplash which kind of
countertops cabinets flooring do they
need mo bla bla bla bla bla bla bla we
have this form with all these pre filled
out questions now there's always going
to be a variation right so just keep
your eyes filled but at least have the
same questions over and over and over
again because if your company takes off
right you blow up you're going to start
needing systems you can't freestyle
anything you need systems in place you
need to be able to duplicate you know if
you become the sales master you need to
be able to duplicate your
mastery with this form that way you
could hire somebody on the street for
minimum wage and they could sell the
kitchen paste upon this form alone right
so use your knowledge ask the questions
write down the answers take a notepad
and really fill out that notepad right
take down those cancers because when
you're handing it over to your designer
order your estimator the more details
you have the better to give better
pricing that way you're not screwed out
of money at the end of the job you're
not losing out on profit or you run out
of money and you can't even finish the
project because now you have to ask the
client for more money and you screw it
up write more details the better I don't
know how many times I got to drill that
into everybody's head get as much detail
as you possibly can it will make your
life easier trust me but ask those
questions get those answers use your
knowledge to kind of guide the client
through the process in the form of
questions it's very very simple and the
other thing that it does is it builds
rapport right because now instead of you
forcing your opinion on them they're
feeling as though you know what this guy
really cares about me and cares about my
kitchen he wants to know what I want
that's the key you want to know what
they want and they can see that and they
can sense that and if you walk in with
the right mindset as if they're already
closed and this is you just taking their
order and everything's comfortable now
you're building real rapport you're
building real connection and then number
six ties into that rapport building is
paying attention right so look around
the neighborhood when you're driving up
check out the house look at the cars
they drive look at the license plate
covers right did they go to school
somewhere do they work somewhere rather
be fishing right like find out pay
attention when you walk into the house
pay attention to the furniture they have
pictures on the wall do they have kids
do they travel find out how long they've
lived in the neighborhood
just really take a look around and be
observant and absorb your client right
you want to know who they are and you
want to serve them as best as you
possibly can and the only way you can
serve them at that kind of level is
knowing who they are and knowing exactly
what they need so with that paying
attention thing comes
more questions now these are questions
that you're going to ask when there's
that awkward silence let's say you ask
them a construction question and they
give you a long drawn-out answer and
it's got a lot of detail you're right
now while you're writing it's going to
be quiet right you're writing you're
writing your writing is quiet during
that quiet time so how long have you
guys lives in the neighborhood
oh nice how do you guys like it easy
right
very easy you're building rapport yeah
now you're asking about their personal
life their personal likes do they love
their neighborhood do they hate it you
know you're wanting to get to know them
it's it's like the approach of going out
to the opposite sex when you meet
somebody new ask them questions that's
how you close the deal every single time
because people want to talk about
themselves so especially with men to
women man if you want to get the smoking
chick at the bar that everybody's
intimidated by one nobody is approaching
her because they're intimidated but to
after questions just ask questions about
herself get to know her serve first
before they reciprocate with their money
or with the date if you're you know the
dating game it's another video but it
makes sense
ask those questions first so you've got
you know how long have you lived here
how do you like the neighborhood how
many kids you guys that you know look
around see if they have kids most of the
time you can hear them if it's a newborn
they're probably carrying them or if
they're at school you just probably
pictures around or you know the kids
draw on things or whatever so many kids
you hear that they go to school in the
neighborhood all right how do you guys
like the school nice perfect cool and
just keep asking questions like that and
then one of the more important questions
you can ask in passing is so you're
writing down your answer and you're like
so you guys work close to home that's
something that you really want to know
what they do one you can determine your
budget based upon that too you can
determine how much of a pain in the ass
this client may or may not be right so
yeah I work close to home I you know I
work three blocks away
oh nice what do you do just like that
very simple very calm all nice what do
you do if they're a lawyer if they're an
engineer if they're an architect and
Exce contractor they're going to be
harder to deal
and you're just going to have to swallow
that fact if you want the job and the
money is there you know I normally
charge a headache feet right engineers
lawyers architects X contractors I bump
up the fee because I know that there's
going to be some work here right it's
going to be a lot of work and they're
going to be want me to be
detail-oriented rather than if I'm going
into a house that you know for somebody
that's an artist let's say they're a
painter they're not really that
detail-oriented they just want the the
final look they want it to look amazing
they want the experience they don't care
about the numbers and that you know each
cabinet doesn't have an eighth of an
inch reveal they don't care but those
are the people that I look out for but
it allows you that question asking what
they do comfortably like that lets you
know again how much you can probably get
off this bid and the type of client
they're going to be and what you're
going to have to put up with and what
you can expect during this project a
very important question I try to ask it
at every single consult and it works
right so the last thing is the clothes
so what you want to do is at the end of
the consult I go through the list right
so I've got this this this this very
similar it'll drive through at a
fast-food restaurant did I miss anything
else no I think you got it okay cool so
give me a few days probably three to
five days to for us it's to put some
drawings together and it put some
numbers together and then I'll send you
the drawings first and once you approve
the drawings then I'll finalize the
numbers and then we can take it from
there and you know if you approve on the
bid then we can start talking about
scheduling construction payment
schedules all that fun stuff and we'll
get you set up that's how I close the
deal and then I say my goodbyes and I
walk out the other part of the clothes
is following up right really doing what
you said you're going to do if you're
going to get some drawings in three or
five days get them the freaking drawings
in three or five days we're going to get
the numbers in three to five days get
them the numbers in three to five days
don't take forever and a day to get it
done get it done immediately
right whoever if you're doing it at your
estimators doing it just get it done
make sure it gets done quickly right and
then follow up send the stuff you need
to send if you're sending drawings like
us follow up on the drawings you know
the same day or the next day hey so what
do you think about the drawing
and they're going to tell you hey I want
to change this this is or nothing I love
it
what's the price perfect then you send
over the bid and it's jack
simple but follow up make sure you
present a clear offer keep your promises
do not over promise and under deliver
it'll kill you every single time
make sure you under promise and over
deliver that's how you create a raving
fans that's how you create referrals
right under-promise over-deliver very
simple and then assume the sale the
entire process assume the sale right
when I send over a bid I'll call and
I'll follow up and I said hey you know I
just sent the bid wanted to take it take
a minute to go over with you and I'll
find out if you had any questions okay
great now that we've gone through the
questions how soon would you guys like
to start we're booked out about three
weeks so about what like what's your
timetable on this and I just continue
asking questions as if the sale has
already been made even though I don't
have a check in my hand right I still
carry the process the entire process the
number I started this with mindset so
the entire process is assuming that the
sale has already been made right and
that's it those are my seven steps for
mastering the sales process you know
when you're doing in home consult for
the remodeling niche I know there's a
lot of details that I skipped and I can
probably go into each step a little bit
deeper which I will in time but this is
just kind of a condensed version of what
we do and what I do every single time I
go out for a consultation
so thank you so much for watching this
video I hope you got some value from it
if you have questions please leave them
in the comment section below this video
subscribe I'm going to continue putting
out more trainings I'm going to try to
plump out as much valuable information
as I can over this next year but
subscribe comment like share the videos
you know if you got value share with
your team make sure everybody is on the
same page right so again thank you so
much for your time thanks for watching
this video
this is Matthew Mammal with local
contractor blueprint and I'll be able
phenomenal day
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