In part one of this article, we discussed some important components of the in-home measure (find those here: How Important is the In-home Measure – Part 1), but there’s more – hence, part two! Take a look at these other details regarding the measure phase:
Using the Right Forms
Using something like the 4M Sales Tracking Sheet means that everyone records information in the same way. That’s right, the form forces a process, for both you and anyone else that does in-home measures.
The form also prompts you to ask all of the right questions so that nothing gets missed in the opportunity. How often have you gotten sidetracked by a conversation and kicked yourself the next day when you got back to the office?
By talking to the customer about their project and relating it to others you have completed, you bring credibility to the table. If you brought a picture book with you of completed projects (before and afters are great), then you will demonstrate that you are capable of completing the work.
In a world of digital cameras, not taking photos is simply not an option. And, while you can (and should) post those pictures online on your website, facebook, twitter or Pinterest, there is something more personal about carrying your baby album with you to the job.
Who Makes the Decision?
Before you leave the measure call, you also need to establish who the decision makers are. By doing this now, you can readily identify who will be in your closing meeting. A true salesperson will not set up a closing or presentation meeting without all decision makers agreeing to attend.
And, before leaving, make sure you get a commitment for the next step. Ask them if they would be ready to move forward if you fulfill their request, take time designing their project and meet their requirements.
Lastly, you should be able to forecast your work by recording the expected (or anticipated) budget at every step. You can then add a probability factor (i.e.: 25% at meet, 50% at measure, 75% at Match) and apply that budget and probability to your forecast.
Knowing what’s in the pipeline allows you to run your business, and not have your business run you.
If you’d like to discuss the in-home measure with other industry professionals, join on Friday, December 7th at 11:00am EST for the Dealer’s Voice TweetChat on in-home measure.