Now that you finished the initial meeting with a homeowner, what is your next step to ensure you close the deal? Providing the project estimate is hopefully the beginning of a business relationship, but your sale’s success always depends on your follow-up strategies.
The truth is that persistence is a critical factor that will help you win the job and gain the homeowner’s trust. Gaining your homeowner’s trust starts with the follow-up phone call and should also include email or text to match each client’s preferences.
Why Follow-up After a Quote?
Creating an effective design of follow–up strategies is vital because it allows you to optimize the investment in your homeowner leads. Your goal is to close the deal and establish a positive relationship, which is why you need to help homeowners see the relevance and quality of your services even after the appointment is complete.
Here are a few of the benefits you can expect from an effective lead follow-up system for your home renovation business:
- Create a Personalized Relationship: Look for ways to build a connection with a homeowner by including personal elements you noted from the in-person or virtual appointment. These small details show how you were paying attention to the conversation and your ability to customize the project specific to the homeowner’s request.
- Establish Customer Satisfaction: Your follow-up process lets them know you have their best interests in mind. Home renovations are a significant investment, which is why each person needs to see that you are committed to the process. If the homeowner had questions during the appointment, be sure to send over a few articles of educational pieces or even social proofs to help build their confidence.
- Close the Deal: How much time does it take from the initial contact before the person is ready to close the deal? Communicating effectively and efficiently can help close the deal faster. Your follow-up conversations post demo builds the relationship quickly, thereby assisting homeowners in feeling confident in the quality of your services.
- Build Credibility: One of the best ways to establish trust is by showing each homeowner that you always follow through with what you say you will do. For example, if you promise to send the proposal by the end of the day, make sure the details are in the person’s inbox before logging off for the night.
Example Templates for Phone, Text, and Email
Templates simplify the follow-up process, giving you a step-by-step plan to use every step of the way. Ideally, your post estimate follow-up strategy should include multiple platforms for communication.
Make sure always to include these specific talking points:
- Remind the homeowner who you are
- Reference your previous conversation
- Include relevant, personal details
- Offer an invitation for the next step
Consider these follow up strategies for contractors, with specific templates you can use for phone, text, and email:
Phone Call Follow-Up Template
Hi Sally, this is Shane Carpenter with Windows and More Inc. I am calling to follow up on the recent estimate for your replacement windows. Did I catch you at a good time to talk?
I wanted to discuss the proposal and answer any questions that you might have about the project.
Text Follow-Up Template
Hi Jason, this is Shane Carpenter with Windows and More Inc. Did you get a chance to review the proposal I sent on Monday? Let me know if you have any questions or need additional information.
Email Follow-Up Template
Hello Lewis, this is Shane Carpenter with Windows and More Inc., following up on the recent estimate I provided for your AC unit.
We appreciate you welcoming us to your home and allowing us the opportunity to work with you! If you have any questions or concerns with the estimate we provided, please feel free to respond here or give us a call if there is anything we can help with.
Thanks again, and we hope to speak with you again soon!
Shane Carpenter
Windows and More Inc.
Don’t give up if a customer isn’t ready to commit to their project during your in-home appointment. The best time to follow-up post estimate with homeowners would be later that night or the next morning. If they do not close in the home, push yourself to understand what is holding the homeowner’s decision back and continue to work to close the deal— if it is price, send current promotions.
Systematize your follow-up process so you can close the deal – turning leads into paying customers. At Modernize, we help home contractors connect with vetted leads, making it easy to fill the schedule with people who are searching for your services. Combine our leads with a good follow-up system, and your investment will pay off to help your business grow.
