By Centerpoint Connect.
When it comes to sales, the word “qualify” often stirs up more anxiety than confidence. The endless cycle of determining whether a lead is “qualified” can feel like navigating a maze without a map. But what if qualifying your customer could be as intuitive as choosing a restaurant for dinner? By mastering this essential skill, you not only ensure your company is the perfect fit for your client’s needs but also transform what feels like a daunting task into a seamless, natural conversation. Here at Centerpoint Connect we provide a primer to help instill a sense of confidence.
For going out to eat, there is a qualification process:
First set of questions: How much can you spend? What are you willing to invest in this meal? How are you going to fund it? Pay by cash or debit card – put it on a credit card and pay for it over the next few years.
Once you know about how much you want to pay, additional questions arise – these questions can come in any order once you know the answer to the first question.
You get the picture. Most of these questions are done automatically. You don’t need to spend a lot of time thinking about what the next question needs to be – you know instinctively what the next question is to get you to the right restaurant.
This process can be applied to qualifying your roofing customers. The questions follow the same logical steps and are a natural flow in a conversation.
Budget and funding considerations
Decision-making process
Existing roof status
Contractor comparisons and clarifications
Project requirements and priorities
Post-contract steps
Once you are chosen as their contractor for the project, what are the next steps?
Your qualification mission is fact finding. One question may lead to four or five other questions, based upon the customer’s response. The above is a sample of qualification questions – it is not all-inclusive. Qualifying is investigation to ensure that we understand our customer’s requirements and know their expected timeframes. It is having a conversation with a friend.
Word to the wise: Just because we have done work with the customer in the past, it does not mean that their requirements have not changed, and we “know” the client. We are in a fast-paced industry and world – customer’s objectives and goals change. Customers may have different requirements based upon regions, specific locations (coastal), environment or situation (disaster response).
Qualifying is the process of asking questions to better understand a customer’s requirements.
Original article and photo source: Centerpoint Connect
Learn more about Centerpoint Connect Roofing CRM in their Coffee Shop Directory or visit www.CenterpointConnect.com.
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