The Exact Sales Process to Close in the Home (Not the Inbox)

I ask owners all the time what their sales process looks like.

I get one of two answers.

The first one is, we just go out there and quote systems.

No process, no structure, just show up and throw a number at them and, you know, see what sticks.

And the second usually is, oh yeah, we talked to them and then we'll email the estimates over later.

I love competing against that shop because I'm closing that job in the home while they're still drafting the email.

Here's why the email estimate loses.

The moment of trust is in the room.

It's built while you're standing in front of the customer.

While the problem is real and present and the solution is right there.

The estimate that shows up two hours later lands in an inbox where three other things are competing for attention.

The feeling from the visit has faded.

The competitor who calls that evening has the same shot you had in person.

You gave it away by leaving without asking.

We see this all the time.

The customer has three different companies out and there's three different cars sitting out in front of the house only for us to take our turn.

What we see is typically we can walk out of there with that job because we've built enough trust.

Oftentimes they don't even have a quote from the first or second person in.

And there again, we want to make sure that we are there for the customer and they understand what their options are and can make a educated decision about what kind of investment they're going to make in their home.

The lazy process isn't lazy because the people are lazy.

It's lazy because nobody ever taught them that the process has a sequence.

And that sequence ends with a question.