How to Keep Your Potential Clients Interested and Onboard
Follow this advice to encourage potential customers to move to the next step and choose your company for their project
It can be frustrating when a homeowner gets in touch or meets to discuss a project only to lose interest when you try to contact them again. If you’ve invested time in consulting, providing quotes and collaborating on ideas, this inaction can be even more confusing. If this is something you’ve experienced, take a look at these tips, which will help you put together a strategy for reigniting interest from potential clients.
Get in touch quickly
To be in the best position to attract a new client before your competitors, it pays to make contact right away. Of course, there’s a good chance the homeowner won’t be available on the phone, so complement a call with an email. If they’ve given you their email address, they might prefer to be contacted that way.
Find out how Houzz Pro can help you run your business and manage your leads
To be in the best position to attract a new client before your competitors, it pays to make contact right away. Of course, there’s a good chance the homeowner won’t be available on the phone, so complement a call with an email. If they’ve given you their email address, they might prefer to be contacted that way.
Find out how Houzz Pro can help you run your business and manage your leads
Keep in contact
If your first attempt to contact a potential client goes unanswered, all is not lost. It often takes multiple call attempts to convert a lead. In fact, the sixth call attempt is often the one that converts a lead, according to a study by a major management and sales-automation solutions company.
The same study recommends you make three call attempts during the first two hours of receiving an inquiry. It suggests you wait, then call again on the fifth day, followed by another call on day 14. Your final attempt should be made on the 15th day.
In addition to calling, the study recommends you should also follow up an inquiry with emails, sending your first one within 20 minutes. Wait until the fourth day to send a second email, followed by another attempt on day eight. If this isn’t successful, make two more attempts on day 15 and then on day 22.
If your first attempt to contact a potential client goes unanswered, all is not lost. It often takes multiple call attempts to convert a lead. In fact, the sixth call attempt is often the one that converts a lead, according to a study by a major management and sales-automation solutions company.
The same study recommends you make three call attempts during the first two hours of receiving an inquiry. It suggests you wait, then call again on the fifth day, followed by another call on day 14. Your final attempt should be made on the 15th day.
In addition to calling, the study recommends you should also follow up an inquiry with emails, sending your first one within 20 minutes. Wait until the fourth day to send a second email, followed by another attempt on day eight. If this isn’t successful, make two more attempts on day 15 and then on day 22.
Sell yourself
Once you’ve connected with the homeowner, your sales pitch should explain why they’d be wise to hire you for their project. Highlighting your unique value proposition is key. In other words, tell clients what your company offers that others don’t, and explain why you’re the team or person to solve their problems.
Many homeowners are looking for someone who has experience working on projects similar to their own, so it’s important to tailor your conversation to the client’s specific needs.
As a general guide, give the client a very quick overview of your firm’s area of expertise, letting them know what sets you apart from the competition. Follow this by asking questions about what they’d like to achieve, how much guidance they need, and what their concerns are. Then apply your knowledge and skills to the homeowner’s challenges to show them how your firm is the right option for solving those problems.
Once you’ve connected with the homeowner, your sales pitch should explain why they’d be wise to hire you for their project. Highlighting your unique value proposition is key. In other words, tell clients what your company offers that others don’t, and explain why you’re the team or person to solve their problems.
Many homeowners are looking for someone who has experience working on projects similar to their own, so it’s important to tailor your conversation to the client’s specific needs.
As a general guide, give the client a very quick overview of your firm’s area of expertise, letting them know what sets you apart from the competition. Follow this by asking questions about what they’d like to achieve, how much guidance they need, and what their concerns are. Then apply your knowledge and skills to the homeowner’s challenges to show them how your firm is the right option for solving those problems.
Leave a voicemail
If your follow-up call goes unanswered, there are some strategies you can use to ensure your voicemail grabs the attention of your potential client.
Keep the message short – around 20 to 30 seconds – and begin with information that’s relevant to the homeowner, such as the lead time on materials they were asking about.
Include a question to encourage them to respond, such as whether they’d like you to order the materials, and end with a reason to get in touch and your phone number. Also let them know you’ll be complementing the call with an email.
If your follow-up call goes unanswered, there are some strategies you can use to ensure your voicemail grabs the attention of your potential client.
Keep the message short – around 20 to 30 seconds – and begin with information that’s relevant to the homeowner, such as the lead time on materials they were asking about.
Include a question to encourage them to respond, such as whether they’d like you to order the materials, and end with a reason to get in touch and your phone number. Also let them know you’ll be complementing the call with an email.
Create a follow-up strategy
After this initial contact, it’s important to keep the homeowner engaged and help them overcome any uncertainty.
“What seems to work best for me is setting the standard at each meeting of what I’ll be doing next,” says Amy Peltier of USA-based Amy Peltier Interior Design & Home. “I first ask to set up the next meeting to review a contract in person. If they’re not willing to do that, I let them know I’ll contact them within the week to see if they have any questions.”
Browse more beautiful bathrooms by Australian designers
After this initial contact, it’s important to keep the homeowner engaged and help them overcome any uncertainty.
“What seems to work best for me is setting the standard at each meeting of what I’ll be doing next,” says Amy Peltier of USA-based Amy Peltier Interior Design & Home. “I first ask to set up the next meeting to review a contract in person. If they’re not willing to do that, I let them know I’ll contact them within the week to see if they have any questions.”
Browse more beautiful bathrooms by Australian designers
Triple-up on emails
Sales strategists recommend following up on a proposal with at least three emails, at intervals of a week to 10 business days.
The first email should include a thank you message, with notes about what was discussed regarding the project. If you haven’t provided a quote, let them know when they can expect it.
Follow this with an email that includes an action, such as signing a contract or scheduling another conversation, and include something of value as well that’s relevant to the homeowner.
In the third email, you can create a sense of urgency with a question, again sharing something of value to the homeowner.
Sales strategists recommend following up on a proposal with at least three emails, at intervals of a week to 10 business days.
The first email should include a thank you message, with notes about what was discussed regarding the project. If you haven’t provided a quote, let them know when they can expect it.
Follow this with an email that includes an action, such as signing a contract or scheduling another conversation, and include something of value as well that’s relevant to the homeowner.
In the third email, you can create a sense of urgency with a question, again sharing something of value to the homeowner.
Nurture your leads
It often takes homeowners a while to plan a renovation, so it pays to think long-term when working out your follow-up process.
“If I don’t get the contract signed at a meeting, I check back in once to thank them and see if I can be of further assistance,” says architect Meriwether Felt of Meriwether. “After we’ve established an outline, we tend to check in two or three times a year until they’re ready to tackle some of the bigger jobs.”
Implement a ‘nurture strategy’ that keeps your business top-of-mind and helps establish trust and a professional relationship. For example, add them to your mailing list for newsletters and promotions, and periodically send group emails with information about your recent projects or trends in your industry – anything that homeowners might find valuable.
It often takes homeowners a while to plan a renovation, so it pays to think long-term when working out your follow-up process.
“If I don’t get the contract signed at a meeting, I check back in once to thank them and see if I can be of further assistance,” says architect Meriwether Felt of Meriwether. “After we’ve established an outline, we tend to check in two or three times a year until they’re ready to tackle some of the bigger jobs.”
Implement a ‘nurture strategy’ that keeps your business top-of-mind and helps establish trust and a professional relationship. For example, add them to your mailing list for newsletters and promotions, and periodically send group emails with information about your recent projects or trends in your industry – anything that homeowners might find valuable.
Your turn
Do you have strategies to encourage homeowners to move to the next stage? Share them in the Comments below, like this story, send it to your team, and join the conversation.
More
Need more professional advice to bolster your business? Read Perfect Match: How to Identify Your Ideal Clients
Do you have strategies to encourage homeowners to move to the next stage? Share them in the Comments below, like this story, send it to your team, and join the conversation.
More
Need more professional advice to bolster your business? Read Perfect Match: How to Identify Your Ideal Clients
If your attempts to contact homeowners go unanswered, you’re not alone. One of the main reasons for inaction is lack of time. Many of us are inundated with emails, and it can seem easier just to delete those messages we don’t have time to answer.
Equally, the reason for inaction might not be lack of time at all and could instead be psychological – perhaps they’re feeling anxious about committing to the project. Whatever the reason, there are ways to successfully connect with leads, maximise your potential client’s engagement during the initial meeting and respond to those prospects who have seemingly dropped off the radar.