The home improvement industry is a competitive one, and in order to be successful, contractors must know how to capture and close leads. Going door-to-door is one of the most effective ways for them to do this. These five pro tips will help ensure that their efforts are successful and that they get the most out of their time spent knocking on doors.
1) Know your audience before you start canvassing
Before you go door-to-door, it’s important to research the area where you’ll be canvassing so that you know who your target audience is. Are there mostly older homeowners or younger families? Do the homes have issues that you can service? For example if you’re a roofing contractor, do they have aged 3-tab shingles or perhaps they have GAF shingles that are still under warranty but need to be replaced that you can mention? Or maybe they’re a great GAF Energy Timberline Solar candidate. Knowing who you should target can save you time and energy by ensuring that you’re only speaking with those who may be interested in your services.
2) Be prepared before you knock the door
It’s important to have all of your materials ready before heading out so that when someone answers the door, you can quickly explain what it is that you do, why they should hire you, and provide information such as business cards or brochures if they are interested in learning more. Having a pitch prepared will also help make sure that you don’t forget any key points when speaking with potential clients.
3) Build rapport with the homeowner
In order to close a lead, it’s important to establish trust between yourself and the homeowner. Make sure to take the time to listen to their needs and show genuine interest in helping them find a solution for their problem(s). Also, ensure that your body language reflects confidence and professionalism at all times during your conversations with potential leads!
Everyone may need an inspection, but it's usually not what they think they need. You need to get in the mind of the customer first! ~ The Roofing Strategist
4) Follow up with each homeowner
After speaking with someone at their home, follow up with an email or phone call in order to keep the conversation going and remind them of why they should choose your services over other competitors in the area. This could be something as simple as sending a thank-you note for taking the time to meet with them or providing additional information about pricing options or special offers available through your company.
5) Track each prospect’s lead status
Keep track of which homes were visited, who was spoken with, what services were discussed, etc., so that you can measure which methods are working best for capturing leads as well as closing them into paying customers! This will allow you to adjust as needed in order to increase efficiency while maximizing profits! Lead Scout’s mobile app is built to make tracking of prospects super easy and efficient.
Door-to-door sales is an effective way for home improvement contractors to capture leads and turn them into paying customers but it does require some strategy in order for it be successful! By following these five pro tips—knowing your audience, being prepared, building rapport, following up, and tracking progress—contractors will have no problem increasing their sales numbers! Good luck out there!