Turning "Just Looking" Shoppers into Paying Customers

“How do I turn ‘just looking’ prospects into paying customers?” is probably one of the most recurring questions among home service salespeople…and that’s exactly what hosts Kenny Chapman and Chris Crew tackle in this episode of the Home Service Business Success show.

They talk about the importance of having a process to follow, common mistakes salespeople make when visiting prospects’ homes, and why you shouldn’t fight objections but rather follow them.

You’ll get to hear Chris and Kenny skills practice (aka role play) and share the step-by-step process that, if followed, will allow you to close more prospects.

• Today’s episode addresses how to turn “just looking” prospects into paying customers.
• Chris Crew views process as something that “outperforms anything and anybody.”
• Chris discusses the importance of not making assumptions in sales – and the consequences when you do.
• Uncovering a prospect’s motive is the most important task when you walk into their home for the first time.
• Trying to shortcut the process and qualifying prospects too quickly are two of the biggest mistakes home service salespeople make.
• Kenny Chapman believes it’s imperative to allow the process to do what it’s meant to do.
• Chris and Kenny engage in skill practice (aka role play) and break down the process you should follow to qualify a prospect when visiting their home.
• Kenny emphasizes the power of running a process while allowing prospects to feel they are in control.
• Chris and Kenny unpack the scenario where a prospect says, “I’m going to look to get a couple more estimates before I make a decision.”
• Remember: when there’s no established buying criteria, prices become the default criteria prospects will rely on.
• For Kenny, it’s important to remember that prospects are always “just looking” until they’re not…
• Chris and Kenny advocate not fighting the objection, but rather following it – by following the conversation, you’ll win more often than not.

Mentioned in This Episode:

HomeServiceBusinessSuccessShow.com/s2e3

The Blue Collar Success Group

Sales Specialist Academy

HSBS season 2 episode 2 - HomeServiceBusinessSuccessShow.com/s2e2

Best Buy