Don’t Stop Adapting – A Sales Process Designed to Thrive
Posted September 13, 2022 by EnerBank USA
Due to the current state of the home renovation industry, you may have more business and leads than you know what to do with. That’s why it’s so important that when creating a sales strategy for your team, you have parameters in place to help you adapt in real-time to issues that are affecting the industry. Here are some factors you should consider, as well as some of the ways that implementing payment options into your sales process can help.
Focus on the Customer
You know what your customer is looking for when it comes to your services, but that may change when they’re impacted by other factors going on around us. Research current trends and find ways to implement them into your practices. Discuss strategy with the members of your team who are interacting with your customers every day. They’ll let you know what resources and tools they need to best serve homeowners.
Streamline the Experience
Customers want the sales process to be as simple as possible, no matter how the industry is being affected. Even with a long waiting list, a customer may be more willing to wait for your services if they have a smooth experience working with you. Plus, with added benefits, such as expanded credit commitment windows, you can more easily adapt to challenges, such as supply chain issues, and include this in your sales pitch.
Adjust Brand Messaging
As the world around us changes, so does the need for the messaging we’re putting out there to adjust accordingly. During a time when you have more business than you can handle, for example, instead of closing more jobs, you should focus on closing bigger jobs. When offered payment options, customers may expand the scope of their project, helping to protect your margins without having to take on additional jobs. In fact, our research shows that homeowners who finance their projects, choose to spend an average of 43.8% more.*
Put Relationships First
The core of your sales strategy should always be the relationship that you have with your customer. Everything else surrounding that can be adjusted to accommodate changes in the industry, the economy, and more. When customers know they’re able to trust you and you’ll do the job right, you’ll be better able to navigate any unexpected road bumps along the way.
EnerBank is also here to help you navigate the waters as they change. In addition to a dedicated relationship manager, you’ll have access to extended customer support as well as online resources. Most importantly, you can trust us to treat your customers like our customers, providing a superior experience from the moment a homeowner applies for a loan all the way to the project conclusion and beyond. For all these benefits and more, sign up for your own payment options program today.
*Based on the Brickyard Study commissioned by EnerBank USA, 2018
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