You Are Getting Leads but Not Closing Sales
Michelle LaFrance – Duchess of Ductless
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So you’re getting the lead but you’re not closing the sale. You’ve got a messaging problem. Today, we’re going to talk about two things you can do to increase your ability to close the sale.
Recently, at the Masters of HVAC Marketing event, I polled the audience and asked contractors, “What’s your problem?” In the nicest way, of course! Contractors responded, “Yeah, we’re getting leads but we’re not closing sales.”
Understanding the Homeowner’s Perspective
To start, let’s put ourselves in the shoes of the homeowner. They make this decision once, twice, maybe three times in their life. They experience a bit of angst; they know they’re going to spend some money, and many people have been burned by a contractor. So, they are cautious and go out to get three competitive quotes.
When you show up at the home, I bet you have an iPad and some qualifying questions ready. But right behind you is the next contractor, and the next one, and so on. Ultimately, somebody is going to win that sale.
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Additional Resources
- To find a ductless heat pump contractor near you, visit: Ductless Directory
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- Watch a quick video: YouTube Shorts
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- Follow The Duchess of Ductless: YouTube Channel
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Feel free to refer to these resources as you work to improve your sales closing rate!