Making a Sales Call at the Prospective Client’s Home

[A partial transcript:]

A complete step-by-step how-to on selling remodeling services to homeownersProcesses make every successful business more efficient and profitable. These systems and processes are the backbones of any great business. For business owners, they create the path to growth, to succession, and a successful retirement. Good processes allow virtually everyone more freedom on some level, but they especially help owners and management run the business in the best way possible.

This business truth is not hard to see or understand, but deciding what processes should be made a part of your business, recording them, and then distributing the information is much more rare, especially in smaller companies.

Most small companies keep everything in their head. They fail to record procedures that are repeated day after day, week after week, and month after month. This is one of the predominant reasons they will not grow, be profitable, or ever be able to sell their business.

Because of its importance, I’m going to show you a step-by-step procedure on how to sell your services to a homeowner. Once recorded, the distribution of the process and the modification and improvements you make over time is relatively simple.

First, you need to decide which processes will benefit you the most – then build upon that foundation.

To help you see some of the processes you need to work on, I’ve listed some that will get your little gray cells excited and in gear:

  • Making a sales call at the prospective client’s home
  • How to communicate with the client
  • How to schedule a project
  • How to close/finish a project
  • How to prepare for being away
  • How to train a new hire
  • What to do before a project starts
  • How to start a project
  • How to punch list a project
  • How to communicate with trades and vendors
  • How to start the week
  • How to end the week
  • How to write a newsletter
  • How to fill out a time sheet
  • How to maintain your vehicles
  • How to make a sales presentation
  • How to measure a residence
  • How to measure, cut and install linear trim in bulk
  • How to transport building materials in your truck

For this podcast, let’s start with making a sales call. What will greatly increase your chances of closing the sale? In my opinion, if you record and follow these steps, your chances of getting the job are pretty good.

Below you’ll see the checklist of the items you might write up in a process about how to make an appointment with a prospective client and conduct the sales visit.

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1. Fill out the lead sheet.

2. Research the prospective client

3. Take a look at their home with satellite view

4. Take a look at their home with street view

5. Archive your notes where all those with permission can find them

6. Contact the prospective client

7. Set up the appointment

8. Lay out the objective of the meeting

9. Lay out the agenda for the meeting

10. Lay out the timeline for the meeting

10. Review what the prospective client should bring to the meeting

11. Review the time, date, location

12. Follow up with a review of the call in an email

13. Prepare for the appointment

14. Go over your notes

15. Go over the directions and location

16. Figure the time to leave so that you arrive precisely on time

17. Gather your notes, presentation book, tape measure, camera, writing material, etc. (your sales bag)

18. Spend a few minutes of quiet time before leaving for the meeting

19. Arriving at their home

20. Introductions

21. Go over the previously mentioned objective and agenda for the meeting

22. Making the presentation

23. Show them the presentation book

24. Allow them to show you the project

25. Return to the table or area where you were initially seated or talking

26. Reiterate exactly what the project involves

27. Give them a rough price and wait

Hopefully, you got the opportunity to quote or design the project

If so, you are over half way to getting the project, especially if you are charging for the estimate or design. Most people won’t invest in an estimate or design unless they feel pretty good about using you as their contractor.

I hope this helps show you how a process can be recorded.

Feel free to use this one as your template and modify it to suit your particular needs. It can be the beginning of many more process recordings. Soon you’ll have an entire manual of processes (Standard Operating Procedures). Take note of the change in your business when you start to use processes to build your business. I think you’ll be impressed with the results.

Scientific Remodeling System is all about processes.

It is my hope that these examples will lead you to want to learn more about how the Scientific Remodeling System can help you create a business that runs on “cruise control”. There’s a reason its slogan is “Advance your business, Raise your profits, and Improve your life.”

It’s a small investment compared to what you are about to learn. One tip has the capability to pay for the course many times over. You owe it to yourself and your staff to become the best that you can be in your business, get paid what you’re worth, and have free time to enjoy your personal pursuits.

If you’d like to learn more about processes that can make your business hum like a well-oiled machine, click here to see a complete outline of the sessions, and more. I look forward to having you on board as we continue to learn together. 

This article was written by Randall S. Soules, writer, business adviser, and educator in the remodeling industry. You are free to reprint or copy this article to your blog, newsletter, staff, etc. as long as the article is shown in its entirety and has a live link to (

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