Five tips to increase your close rate

Your home improvement business relies on closing enough jobs that you can keep your team busy and bring in enough profit. If you’ve been missing out on more jobs lately, there are some changes that you can make to help bring in more business. Here are five tips to help increase your close rate.

Respond Quickly to Leads

How quickly you get back to a customer can have a huge impact on whether you get the job. In fact, 82% of consumers expect a response in 10 minutes or less. If a customer has to wait too long to hear back from you, you may put yourself out of the running before you get a chance to speak to them. Additionally, it’s just as important to follow-up after you speak to them, but not in a way that overwhelms them. This can help keep you top of mind and lets you address any additional concerns the customer has while they’re deciding who to hire.

Target Your Marketing

One reason you may not be closing jobs is because you’re not getting the best leads for your business. Chasing down poor leads isn’t just a waste of time, but it uses resources that could instead be spent elsewhere. Conduct research to find your ideal customer and where they’re completing their online buyer’s journey. Advertise in those spaces and target specific areas where your services are most needed.

Ask Open-Ended Questions

Asking customers yes or no questions is a quick way to shut down any potential conversations that could lead you to getting important information. Open-ended questions allow you to discover a homeowner’s goals and expectations as well as building a strong relationship with them from the start. Following up on answers also shows that you’re listening to the customer and can help avoid misunderstandings down the line.

Show Your Value

A potential customer knows what you do, that’s how they found you after all, now you need to show what separates you from the competition. What benefits will a homeowner experience from working with you that they won’t find if they choose another contractor. The better you understand the pain point of a homeowner when it comes to your services, the more likely they are to listen to what you have to say. One great way to do this is by providing testimonials from previous customers who had a similar issue and how you helped solve it.

Offer Convenient Financing

More than 55% of all home improvement projects are financed in some way^*, even if it looks like a customer is paying in cash. When you offer your own in-house financing, you position yourself as a simple solution to a homeowner’s problem of how they’re going to pay for their project. (formerly Regions | EnerBank) makes the process easy for both you and your customers. With over 20 years of experience working with contractors, all of our loans, tools, and resources are built with contractors in mind. Plus, our unique benefits, such as customized marketing and comprehensive training, and free resources can add value to other aspects of your business. Click here to learn more in depth and free tips on boosting your close rate with our free guide – happy reading!

^*Brickyard Study, 2018