Contractor Appointment Setting Process

Posted by John Able on November 22nd, 2019

CONTRACTOR APPOINTMENT SETTING PROCESS


If your contracting company lacks a formal appointment setting process, this will result in fewer appointments and have more cancellations.  Worse, for the sales calls scheduled, you will have more homeowners that don’t show up or are unprepared for the duration of your presentation. Not surprising you will also have lower closing ratios.

A formal contractor appointment setting process should include:

    - Dedicated Appointment Setting Personnel
    - Formal Scripting To Qualify And Capture Homeowner Needs/Interests
    - Participation of Homeowner(s) And Interested Parties
    - Allow Adequate Time For Field Sales Presentation
    - A Folllow Up Email and Confirmation Telephone Call

First Impression

The contractor appointment setting process is the first impression and sets the tone with the  homeowner. What the homeowner hears creates a picture of what you, the contractor is.

This first contact should make the homeowner feel welcomed rather than being an interruption. The conversation should be courteous, professional and respectful of the homeowner’s time. The homeowner should feel relaxed and in control.

What is the purpose of this initial call?  It is qualify the homeowner as to their needs for your field sales personnel.  What is the project, history and urgency of the homeowner?

During the homeowner visit your field sales person will confirm these things during the homeowner.  But learning this information in advance greatly helps in the planning, sales presentation and questions asked.

Finally this first conversation confirms the homeowner’s understanding of what the next steps are and thanking them.

Selling The Idea

The contractor appointment setting process needs to sell the idea of the value of an in-home consultation.

This is a very simple, normal process that is repeated thousands of times each day with homeowners.  Your appointment setting staff need to help the homeowner understand the simplicity and necessity of this.

Also, the homeowner must be comfortable and excited about the results they can anticipate from using your  contracting ervices to solve their particular need.


Confirm Participation

You need to ensure that the right people will participate in the in-house presentation.  This includes their allocating sufficient time.  The homeowner’s personal time is of great value to him/her, so the appointment setting personnel need to explain what the time will be used for and the benefits.   

Who should attend  the in-house presentation?  Ideally the homeowner who will make the decision to sign the contract.  But you should also make sure that the people who need to understand your company’s products and services attend as well.

To minimize no-shows, an email reminder and confirmation two hours prior to the in-house presentation should be part of the contractor appointment setting process.


Conclusion

Home Improvement Helpers recommends that you set in place a formal contractor appointment setting process.  Consequently your field sales personnel and your sales prospects will be better prepared for an experience that is relaxed, enjoyable and goes as anticipated.  Finally, this will lead to more sales conversions and revenue for your company.