Power disguised in Simplicity
Last month I talked about the “You’re Invited” flier. The homeowner has said yes to an free estimate and it’s time to solidify the details. As with every other step in my canvassing system the appointment sheet is another critical tool in formalizing the homeowner’s appointment.
Even though they’ve said yes to a presentation you’re not done yet, there’s still a chance for loosing the lead.
If you’re too quick to try to set the appointment date and time first, without getting the homeowner’s information, you can loose the lead in what I call the ping pong game.
Avoid The Ping Pong Game
You know the game:
Canvasser: “Are you available on Tuesday or Wednesday next week?”
Homeowner: “Neither are good.”
Canvasser: “Ok, how about Thursday or Friday?”
Homeowner: “No! We’re going out of town that weekend… you know, why don’t I call you when we get back? We can set something up then.”
Canvasser: “OK, well, let me get your telephone number so we can follow up with you then.”
Homeowner: “I’ve got your number, I’ll call you.”
What’s the outcome of this back and forth (ping pong) dialogue? The homeowner won!
The canvasser worked very hard to get the homeowner into the red zone, but couldn’t push them into the end-zone for the score. Why? There was no strategy for securing the homeowner’s contact information if they were unable to get an appointment time. That’s why it’s important to get the homeowner’s contact information as quickly as possible.
In the homeowner’s mind it’s only ‘final’ when they commit to the date and time. The appointment sheet is the strategic tool you’ll use to close the appointment.
Start at the top and work your way down
At first glance this sheet looks simple, but the setup and order is important. throughout the scripting you’re using an alternate choice technique to close. at this point you use what I call the “The Rule of Six.”
The Rule of Six
The rule of six is a systematic method of getting the homeowner to respond with a yes to each of your questions. Once the homeowner affirms you question you fill in the appointment sheet.
- The street number is 1234, correct? (point to the address number if you see it on the home)
- We’re still on Main, right?
- And that’s Street, correct?
- And the city is Springfield, right?
- And the zip code is 56413, correct?
- And the home phone area code is 216, right?
- And the remainder of the phone? (asking for the rest of their phone number is an open ended question, but the homeowner will give it up with out hesitation because they’re in an agreement or ‘yes’ pattern)
It is critical how the canvasser handles setting the appointment. If it’s not handled correctly it could cost them a lead or two a night. Next month I’ll discuss the actual script behind securing the appointment.
So watch for next month’s issue of Canvassing Insider where in you’ll learn how to finalize the appointment time, as well as transitioning into the warm down (the appointment reminder).
To learn the advanced principles behind my successful canvassing methods and take advantage of the premade canvassing and recruiting scripts for virtually all the home remodeling industries call me at 216-588-1337.