Steps involved in selling process for Construction Industry

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if you've been looking for a sales process you can follow keep watching and see the six steps i use almost every single time [Music] hey everybody i'm mike claudio owner of winrary consulting and host of the big stud sales podcast having a consistent sales process could be the difference between you growing and sustaining your business and feeling lost and confused and frustrated on why you're not closing enough clients well i think there's six steps i'm gonna cover with you today that i think are super important these are the steps i train most my clients on this is for that in-home kind of b2c situation if you're b2b if you're selling a business there's gonna be some slight variations i'm not gonna cover in this video this is specifically for people who are selling products and services to homeowners so the first step the number one thing write this down break the ice you've got to start that conversation you have to initiate that engagement with that person in a way that gets them to bring their guard down there's a lot you can do before the meeting to do this i'm not going to talk about that on this video either check out that video on my youtube channel but once you get there the faster you get them to just have a human conversation with you and breaking the ice is a great way to do that here's how i do it i give a compliment and i ask a question a lot of people do this inherently you just walk in like hey it's a great picture your family when was that taken man your yard looks amazing do you do that or not trying to ask as open-ended questions as possible but stay away from things like politics uh religion um i even try and avoid sports teams cause like sometimes if you get that wrong and like it's their wife or their husband's flag outside and they hate that person it's it's a negative conversation some people get super passionate especially here um in the carolinas it's you don't want to be the wrong side of that but ask open-ended questions that get them to talk about themselves right their family their pets themselves what they're wearing those are amazing shoes where did you get those like little things like that that gets them talking about themselves helps them kind of start to bring their guard down the second step of the sales process i like to get them seated somewhere in their home something comfortable the living room the kitchen the island is a great place to do that where they're sitting on one side and you're standing on the other this is where i like to do the second step which is set the agenda most homeowners don't know what to expect and if they've had three four or five different contractors out there they're not sure what to expect because everybody's so different so i think it's super important to show my differentiating factors in my process by explaining what to expect in this meeting obviously if you're a transactional kind of handyman it's a little less important as opposed like a higher-end remodel or larger project company but in general i want the client to understand exactly what we're going to be doing today um everybody's agenda's a little bit different but as far as mine goes like hey i just want to you know kind of cover with you what's gonna happen today we're gonna ask some questions about your background if you've been involved with the process forward then we're gonna look at the scope we're gonna look at the project at that point we're gonna see if it makes sense for us to work together if you think i'm a good fit for you based on our conversation today and then whatever makes sense we'll set some next steps make sure you get their buy-in a basic does that work for you and is there anything you'd like to add when you get there buying on that they become a partner in the conversation as opposed to a transaction so super valuable and super powerful there the third step is to build rapport the best way i have found to build rapport basically get that inner human conversation going is to ask questions about their background in correspondence to the project have you been involved in a project this before how did it go what did you like what did you not like what are you most concerned about with this project who all is involved in this project decision making process what are you basing your final decision on is it just price or is there some other variables that you're looking for i like getting this information out ahead of time because it allows me to guide the sales conversation the scope collection based on their fears concerns challenges priorities because ultimately if i can do that they're going to remember me better and remember me differently because i related to them as opposed to coming in and just giving them a generic sales pitch so once you've built the report you basically you know you bridge that conversation hey great now that i have all the information let's go look at the space whether it's a kitchen bathroom addition attic roof whatever it might be let's go look at it as part of that scope collection this is your ability to be the expert homeowners do not expect you to be an order taker they don't want you to just write down everything they want and then try and do that they want you to be the expert they want you to be the professional they want you to push back on things that they want that may not fit their priorities and budget and they also want you to give value-added suggestions like hey if you're doing this this might actually be better hey if you're doing this this would be a great add-on you might call that upselling in my opinion it's helping add value to the experience so that they know their problems are gonna get solved so step four is soft close sorry this is step five sorry step five i messed up step five uh step five is is the soft close uh this is where you basically get their buying this is where you kind of drop the hammer per se to understand like how bought in how ready are they to do business with you because as any home professional knows the proposal creation process can be time consuming you want to know are you putting the right effort into the right clients so a simple question of if i can accomplish this scope within this time frame but with this budget are you prepared to move forward with me or us however that might be if you take scope possibilities budget money and time off the table now you really get to the root of their primary objection it might be no we're getting a couple other quotes no i'm actually leaning towards going with my brother's cousin's uncle um kind of all those things that kind of go into what why they may be objecting clients tend to use money and timeline as their primary because it's the easiest one and it's hard to overcome as a contractor but if you can get to the root of their actual objection by saying hey if i can do all of these things are you prepared to move forward with me now you know how serious they are as a buyer and how serious they are about moving forward don't be afraid to push back here don't be afraid to ask for a commitment don't be afraid to ask for that hey but seriously like i'm about to put a lot of hours and effort into this proposal i just want to see like you know what do you think what are your thoughts on this what do you think about me what do you think what can i show you those things that help get them bought into hiring you and then the sixth step the final step which i think is missed most often is set next steps meaningful next steps with a deadline not hey i'm gonna send you a proposal let me know if you have any questions i hear that a lot well you're not driving the conversation you're basically saying i'm a volley of this to you and hope to hear back from you i've actually had contractors tell me if this is you i'm sorry but you're losing 40 percent of your potential clients they'll say well if they want to hire me they'll call me back no homeowners get distracted they get confused they get they lose contact information i know a client i don't say a client a person that's done business with me that lost a 20 000 deal because the homeowner lost his business card like that's stupid don't be that guy don't be that woman that's not calling people back and setting meaningful next steps so one of the other challenges of follow-up is like you're afraid you're gonna disrupt them you're afraid you're gonna interrupt them you're afraid you're gonna be a distraction you may not know what to say so when you set that next up be like hey i'm gonna send you a proposal on tuesday is okay if i fall with you on friday at 11. they might be like yeah that's great so now you know that you're going to follow up and that they're expecting it well at 11 o'clock when you deliver on that phone call you're differentiating yourself again by saying and committing to doing something and then following through on it which is one of the biggest fears complaints issues with a lot of homeowners is that contractors are not going to follow through this is that one of those little deposits into that relationship account saying hey i can tell you i'm going to do something i'm actually going to follow through on it so those are the six steps break the ice set the agenda build rapport collect scope soft close set next steps if you can do those six things consistently i guarantee you start to win faster and win more often and win off in earth win oftener