Phase #1: Before you arrive...
Set and confirm the appointment
Setting up an exact time shows you value your time and their time. Call, email and/or text so you do not waste their time or yours.
Drive in style People judge you by the vehicle you drive. Make sure it is clean and has your logo on it.
Dress like a professional At a minimum, have your logo on your shit. Remove your hat when entering the home.
Pre-screen the prospect Find out as much as you can before you arrive. For example: What is the age of the house? What kind of fence do they have? Where did they get their fence in the past? What kind of fence do they want? How many kids do they have? What kind of pets? And most importantly, what is their budget?
Phase #2: When you arrive...
Show up on time There are only a few justifiable reasons for arriving late or not showing up. Allow for Murphy’s Law. Meet with the decision makers Meet face to face with the person who writes the check. But be nice to the teenage kid who answers the door. Wear booties It shows you care. Do not ask permission to put on your booties; just put them on while standing on the porch. Put on a name tag Memorize their name, but do not expect them to memorize yours. A name tag prevents embarrassment. Give them your business card Immediately.
And make sure the business card is accurate, without hand-written corrections. Show you care
Your body language, your tone of voice and the words that you use show you care about their needs and wants.
Phase #3: During your visit...
Use a clipboard when taking notes A clipboard makes you look like a “doctor” of fencing. Plus, it is easy to carry with when you walk the property. Take lots of notes. Ask relevant questions Do not annoy them with questions you should already know (telephone, address, etc.) Walk the property Take measurements so you can give an accurate quote. Plus, it let’s you see any installation problems such rocky soil, slopes, obstacles, etc. Show, don’t tell Show pictures of colors, textures and finished fences. Better yet, bring samples. Make buying easy Guide them. Act as if they know nothing about the process of buying a fence. Turn it into an easy, step-by-step buying process. Talk about money Depending on your sales approach, give them either a rough estimate or a firm quote…on the spot. Give quotes in writing Memories are short, especially when it comes to money. Use a laptop or NCR form It shows that your pricing formulas are exact and almost scientific. An NCR is a no-carbon-required paper. It allows you to keep the original and give a copy to the prospect. Get a commitment Ask them to take the relationship to the next level. That does not always mean being pushy. But you want them to continue to say “yes” until they buy. Make a promise Show that you can make and keep promises. Your promise can be getting them a more accurate quote, a different fence sample, etc.
Phase #4: When you leave...
Ask for referrals Ask: do you know of anyone else who is thinking of installing a fence this year? Leave behind your brochure A printed brochure evokes a different kind of trust than your website. Leave gifts Give them a customized pen, magnet, note pad, or a treat for the dog—anything to help them remember you. Send a thank you note Even if you do not get the job. Follow up Do not follow up just once. Follow up until they “buy or die.” Well, not die. But until they ask you to stop contacting them or until they buy. Follow up right away Most homeowners are ready to make a decision quickly—sometimes within days.