Step One

The Meet and Greet/Warm-up

The Purpose: Build Rapport 

Overview

In any sale process it is essential to establish a connection that is built off of respect, trust and credibility. The simple fact of the matter, it is true in all buying situations. Prospects BUY FROM PEOPLE THEY LIKE. 

Building a strong connection in the first 10 minutes could mean the difference between making the sale and losing the sale.  A successful sales professional understands that this critical part of the process starts the minute you arrive and gain entry into the home.  Do not under any circumstances undervalue the importance of the rapport building, or in other terms “melting the ice.” 

As human beings, we naturally have buyer’s resistance, therefore it is typical for some prospects to resist any advancements from a sales professional until rapport is established.  It is wise, as a sales professional, to expect this to be a natural obstacle. The most successful sales professionals within this step are looking to make a friend, undercover information by open ended questions and taking general interest in the customers wants and needs. 

The process of creating a friend and listening to the customers wants and needs, relaxes the prospect. Studies have shown that most decisions people make are made within the first one to three minutes following your introduction. Due to this, your attire, appearance, posture and eye contact all pay a critical role in the Meet and Greet. 

Our industry requires all sales professionals to understand the concept of creative selling. Creative selling is a dynamic approach that goes beyond your traditional methods to engage the customer in an innovative, memorable way. 

Key Aspects of Creative Selling:

1 Problem Solving 

2. Story Telling
3. Personalization 
4. Visual and Experimental Elements 
5. Building Credibility
6. Embracing feedback

Prospect Criteria:

1. The prospect has to own the home
2. There has to be a viable income source
3. Both parties are present during the appointment

Signs of a Potential Buyer:

It is critical in our sales profession to pay attention to buyers signs- Buying signs are subtle cues and signals from the potential customer that indicates their readiness to make a purchase. Recognizing and responding to such cues can significantly enhance your sales effectiveness. Examples of cues: Televisions, Home Theatre Systems, boats, jet skis, recreational purchases, pools, jacuzzi’s. Ect.

 Information Uncovering

The most effective way to uncover information is the use of open ended questions. Open ended questions play a pivotal role in sales for several compelling reasons:

1. Uncovering Customers Needs
2. Active Listening 
3. Customer Engagement
4. Discovering Hot Buttons 
5. Qualifying Leads ( Customer Criteria to provide Demonstration)
6. Objective Handling
7. Providing Solutions

In summary, open ended questions facilitate meaningful interactions, uncover valuable information, and ultimately increase your effectiveness as a sales professional. 

Getting All Homeowners Together

Getting all homeowners together in sales, particularly in scenarios involving residential home improvement sales, can be critical for several reasons 

1. Unified Decisions
2. Clarity of Information
3. Transparency and Trust
4. Legal Requirements 
5. Reduced Miscommunication. 

If you cannot meet with both homeowners it is absolutely necessary to try and reset the appointment for a date that both homeowners are available. Controlling this situation is absolutely critical to the process and your effectiveness of a sales professional. The inability to understand this concept will directly impact your earnings and reduce the number of sales you generate. If the homeowner absolutely will not reset and gives you push back.  Do not upset them and continue with our process. You will be allowed a demo working so you can still attempt to get both homeowners present at a later date. We strive 

After establishing that both homeowners are present for the appointment, it is important to immediately position the prospects in a comfortable location in the house and if you can ub a triangular position. If for some reason, one of the homeowners is present but will not allow you time present, it is critical that you end the appointment or try to reset the appointment when both parties have availability.  Avalon Roofing representatives will not give one party demonstrations. 

 The YOU Factor:

The You Factor is exactly how it sounds, it is your personality within the sales process. As mentioned above, prospects are most likely to buy from people they like, trust and respect. The key dynamic to our business is our ability to create a long lasting relationship. Not only does this increase your effectiveness as a sales professional but this is directly related to repeat business/referrals.

It is advised that when meeting and creating rapport that you are sincere in your approach, listen carefully, address the wants and needs of the customer with a tailored solution. With all sales professions, you need to be able to sell yourself  before you present a solution. The product solution and the company story are important but do not undervalue the “You Factor” that you provide the customer within their experience. 

  Approach Statements:

There are several introductory statements that are simple, and effective: 

• Hello Mr (insert customers last name)…I’m John Doe with Avalon Roofing…. How has your day been so far….? May I come in….?

  Difficult Approach Statements:

Every so often, you will find yourself in a difficult approach scenario and it is important that you are prepared to make a tough entry statement. Example of difficult approach statements:

• “Mr (insert customers last name) we have introduced an exciting new option (introducing some benefits) that is helping homeowners much like yourself, since i’ve made a special trip to see you today, let’s see if our new product could help your family…”
• Mr (insert customers last name)  with making a special trip out here today, and you wanting to eventually update your home- i’m sure it wouldn’t hurt to see what we have to offer down the road…right?

The Meet and Greet Pledge:

It is important before moving forward with the presentation that you commit the customer to being in the home for an extended period of time. Please see example below:

• Mr and Mrs (insert customers last name) after being in the home this long, I’m sure it would take a natural disaster to get you out of here…?