The Initial Call
Sales are critical for the growth and success of any business, but mastering the art of sales can be a challenging task. In this article, we will explore the importance of the initial call in the sales process and provide you with an initial call script that you can use as a starting point for your sales strategy.
The initial call is the first contact you have with a potential customer after they have expressed an interest in getting an estimate. The purpose of this call is to schedule a time for the estimate, but it's also an opportunity for you to make a good first impression and build rapport with the customer.
One of the most critical aspects of the initial call is the first question you ask. It needs to be open-ended and get the potential customer talking. For example, "Can you tell me a little bit about what you are looking to get done?" is a much better first question than "Do you know when your house was last painted?" because it encourages the customer to provide more information.
It's essential to remember that potential customers use four criteria to choose a contractor: they need and want to get their house painted, they must get what they need and want, they must trust you or be comfortable with you, and the price must be fair. If you are missing any one of these criteria, you will not get the job.
Standing out from the competition is easy if you focus on the customer and their needs. Most contractors are not good at their job, so it doesn't take much to set yourself apart. Put the customer first, and the sale will follow.
Here is an initial call script that you can use as a starting point
1. Introduce yourself and your company.
2. Confirm that the customer is looking to get an estimate for a painting job.
3. Ask an open-ended question to get the customer talking about what they need and want.
4. Listen carefully and ask follow-up questions to gather more information.
5. Provide a brief overview of your services and how you can meet the customer's needs.
6. Schedule a time for the estimate and provide any necessary information.
Remember that mastering the art of sales takes time and practice, but with the right tools and techniques, you can succeed. Use the initial call script we provided as a starting point, and remember to focus on the customer and their needs. With dedication and hard work, you can become a sales master in no time.