If you’re in the home improvement industry and looking for ways to increase your sales, cold calling for home improvement sales can be a great option. It’s a direct way to reach potential customers and get your product or service in front of them.
But, home improvement is a visual industry, you say. Customers want to see what they’re buying before they make a purchase. So, how do you make a cold call that will result in a sale?
Let’s get started!
Table of Contents
What Is Home Improvement Sales?
Quite simply, home improvement sales are the art of selling home improvement products (think remodeling) and services to customers. This can be done in person, over the phone, or online.
Have you been thinking about remodeling your kitchen or bathroom? If you’ve ever dealt with a home improvement rep, chances are they used some form of calling, whether cold or warm to get your attention.
I recently remodeled my home and had multiple companies reach out to me through cold calls, emails, and even postcards in the mail. And while I ultimately went with a company that I had used in the past, the others did a great job of reaching out and getting their foot in the door.
Does Cold Calling For Home Improvement Sales?
So even though I didn’t go with a company that reached out to me through a cold call, I can say that it definitely works. And there are a few reasons why.
First, it’s a great way to reach a large number of potential customers quickly. You can make dozens of calls in an hour, whereas if you were going door-to-door, or even waiting for customers to come to your store, it would take MUCH longer.
Cold calling new home buyers can be a fantastic way to get business. It’s a great opportunity to introduce your company and what you do, for people that are most likely ready to use your services.
Even if someone isn’t interested in your services right away, they may be down the road. By staying top-of-mind, you increase the chances that when they ARE ready to remodel, they’ll think of you first.
Another great thing about cold calling is that it allows you to quickly weed out the tire-kickers from serious buyers. If someone is interested in what you have to say, they’ll be more receptive to learning more about your company and what you do.
On the other hand, if someone is uninterested or even rude, you can quickly move on to the next call without wasting any more time. Although cold calling for home improvement can be stressful at times, the results far outweigh the negatives.
Tips For Cold Calling Home Improvement Services
Now that we’ve gone over some of the advantages of cold calling for home improvement sales, let’s talk about how to make the most of it.
1. Make sure you have a great script. This is probably the most important tip. You need to have a well-thought-out script that covers all of the important points about your company and what you do.
2. Don’t be afraid to customize your script. Once you’ve got a basic script down, don’t be afraid to mix it up and add in your own personality. This will help you build rapport with potential customers and increase the chances of making a sale.
3. Smile! This may seem like a small thing, but it makes a big difference. When you smile, it comes through in your voice and makes the person on the other end more likely to trust you.
4. Be prepared for objections. Any good salesperson knows that there will be objections, and you need to be prepared for them. Have a solid answer for each one, so you can keep the conversation moving forward.
5. Take notes. It’s important to remember what you talked about with each person you speak to, so make sure to take notes after each call. This will help you follow up and close the sale down the road.
6. Set up a system. In order to make the most of your cold calling, you need to have a system in place. This means having a list of people to call, keeping track of your progress, and following up with each lead.
7. Be persistent. It’s important to remember that not every call is going to result in a sale. Just because someone isn’t interested today, doesn’t mean they won’t be down the road. So don’t give up and keep making those calls!
8- Do your research. As I said earlier, your best leads will be people who JUST recently purchased a home. But you can also target people who are likely to move soon, such as those with young children or empty-nesters.
9- Keep it personal. When you’re making your calls, make sure to keep them personal. This means using the person’s name, asking about their family, and finding out what their needs are.
Six Great Scripts For Home Improvement Sales Calls
1. Hi, my name is _______ and I’m with ABC Company and I was just calling to introduce myself. Got a quick minute? Great! I noticed that you just moved into your new home – congratulations! We offer a wide variety of home improvement services, including painting, flooring, and remodeling. I called because most new homeowners are usually wanting to fix a few things, specifically the flooring. Have you thought about changing any of your floorings or doing any type of remodeling?
2. Hi, my name is _______ and I’m with ABC Company. Our records show that you live in a home that’s about __ years old. As your home ages, there are certain things that will need to be updated, such as the flooring, painting, and appliances. We offer a wide variety of home improvement services and I was wondering if you’d be interested in learning more about what we can do to help?
3. Hi, my name is _______ and I’m with ABC Company. We specialize in home improvement services, such as painting, flooring, remodeling, and more. I was wondering if you have any plans to do any updates to your home in the near future? We offer free consultations, so I’d be happy to come by and take a look at what you’re looking to do.
4. Hi, my name is _______ and I’m with ABC Company. We’re a full-service home improvement company and we offer a wide range of services, including painting, flooring, remodeling, and more. I was wondering if you have any plans to do any updates to your home in the near future? We offer free consultations and we’d be happy to come by and take a look at what you’re looking to do.
5. Hi, my name is _______ and I’m with ABC Company. We offer a wide range of home improvement services, including painting, flooring, and remodeling. I noticed that you have a young family – are you planning on making any changes to your home to accommodate them?
6. Hi, my name is _______ and I wanted to let you know that we’re ABC Company, the leading provider of home improvement services in the area. We offer a wide range of services, including painting, flooring, remodeling, and more. All I wanted to do today was ask you a couple of quick questions, see if you’re interested in our services, and then set up a free consultation. Would that be alright?
Conclusion
Cold calling can be a great way to generate leads for your home improvement business – and is often underutilized when it comes to the home improvement industry.
And, when you’re making your calls, remember to be persistent, do your research, and keep it personal. Good luck!
