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Sales Question for a Residential Construction Company

November 08, 2007  |  from Markup and Profit Blog

There has been some discussion in trade publications of late whether you should take a one-legged call. That is the call where one or the other of a couple won’t or can’t be at the appointment. Many companies staunchly declare they will not set such a lead.

OK, gang. This type of situation is similar to many that we cover in the “Opportunities” section of our book Profitable Sales, A Contractor’s Guide. Let’s enhance our status as the contractor of choice, one that will help the owner above and beyond the rest of the contractors they have called for “bids”. Try this approach when a lead comes in and only one person will be there.

Say to the caller, “Mary, I understand John travels a lot, so I am more that willing to come out and look at your job and see if there is a fit between you folks and our company. If there is, we can then set our next appointment at a convenient time for both you and John to get together with us and continue to put this job together.”

Now you may word this a bit different, but his/her response to this statement will tell you immediately if you are going to get their cooperation or if this is a lead you should pass on. Give them the option and see what they do with it. If they are sincere, then this approach should not be a problem. If they are trying to get you to work for free or are trying to “surprise” their spouse (bad plan!), you may choose to pass. Be there to help, but don’t be used.

Filed: Sales-Marketing