Combining Home Improvement with Incentives: A Winning Strategy

Jun 24, 2024
It’s not a secret – leads are difficult to generate and more important to close than ever. And homeowners are faced with rising costs all around, with higher interest rates to borrow and faced with making tough choices. Your job as an in-home sales representative is tougher than it’s ever been.
But fear not – you’ve got plenty of great tools you can use. I’m sure your company has developed an amazing and compelling sales pitch, outlining your key value proposition and cost/benefit analysis of all the extra features. You’ve been given the ability to promise a promotional discount, and have hundreds of great google reviews to use as reference points. Guess what.  So does your competition.
Now we aren’t suggesting that what you have isn’t better than theirs (it probably is, lets be honest).  But what if you had something that nobody else could offer?   Like an incentive.  It could be a Vacation Voucher (just a suggestion), but just as easily a remote control car, Amazon gift card, new 4K HD TV or anything else your customer will feel goes over and above what they are already expecting (i.e. your BOGO, discount % or other pricing strategy – that’s a given).
Often we are asked “that sounds great, but I already have my sales pitch down – how do I work this in without it feeling like ‘Let’s Make A Deal’?” Here’s a step-by-step guide for home improvement in-home sales representatives on how to successfully weave any incentive promotion into your sales pitch.

Step 1: The Initial Setup

As the in-home sales representative, your first impression is crucial. Begin by creating a welcoming and comfortable atmosphere. As you introduce yourself and your company, subtly place a flier with a picture of your incentive (or a gift card, etc.) on the table. Create a piece with beautiful, emotionally-charged images that instantly capture attention.

Script: “Thank you for inviting me into your home today. Before we dive into the details of our home improvement services, I’d like to share a little something special with you. But we’ll come back to this later.”

Step 2: The Core Presentation

Now, proceed with your regular sales pitch. This is where you detail the features, benefits, and unique selling points of your home improvement services. Ensure your presentation is thorough and addresses the specific needs and concerns of your potential customers. Highlight the quality of your materials, the expertise of your team, and any warranties or guarantees you offer.

Script: “At [Your Company], we pride ourselves on delivering top-notch home improvement solutions. Our team is experienced, our materials are of the highest quality, and we stand by our work with robust warranties. Here’s what we can do for you…”

Step 3: Addressing Price Concerns

As you wrap up the core presentation, transition to the cost aspect of your services. It’s essential to be transparent about pricing while demonstrating the value for money your services offer. Compare your pricing with that of your competitors, emphasizing the superior quality and additional benefits your company provides.

Script: “I understand that cost is a significant consideration. Here’s a comparison of what our competitors offer versus what you get with us. You’ll notice that our prices are competitive, but what really sets us apart is the value and quality we bring to every project.”

Step 4: Introducing the Incentive

Now comes the pivotal moment – introducing the incentive. This is where you elevate your pitch to an irresistible offer. With the promotional flier we discussed earlier already in sight, draw attention to it and explain how it complements the excellent home improvement services you provide.

Script: “Now, I’d like to revisit that special something I mentioned earlier. Not only do we offer superior home improvement services, but we also want to add an extra touch to make your decision even more rewarding. Imagine completing your home project and then enjoying a [insert your incentive] on us. Who wouldn’t love that?”

Step 5: Crafting the Offer

Explain the details of the incentive, ensuring you highlight the ease of redemption, the things they could do with it, and the exceptional value of the offer. Make it clear that this incentive is an exclusive deal designed to provide additional value to your customers – there is no catch other than purchasing your product or service today.  Here’s something we like to use:

Script: “This exclusive Vacation Voucher can take you to some of the most beautiful destinations, offering a perfect getaway at a greatly reduced cost. Whether you’re dreaming of a relaxing beach resort or an adventurous cruise, this voucher has you covered. It’s our way of saying thank you for choosing us for your home improvement needs.”

Step 6: Closing the Deal

As you conclude your presentation, reinforce the comprehensive value your customers will receive by choosing your company. Emphasize the combination of high-quality home improvement services and the added bonus of the incentive. Encourage them to seize this unique opportunity.  This is how we do it:

Script: “So, to summarize, with [Your Company], you’re not just investing in top-quality home improvement. You’re also gaining a chance to create lasting memories with a fantastic vacation. This limited-time offer is designed to give you the best of both worlds – a beautiful home and a beautiful getaway. Let’s get started on making your dream home a reality, and while we’re at it, let’s plan your next vacation too.”

Who says no to that??

Step 7: Follow Up and Personalization

After the initial meeting, follow up with personalized communication. Thank them for their time, reiterate the benefits discussed, and offer to answer any additional questions they might have. This follow-up reinforces your commitment to customer satisfaction and keeps the incentive offer top of mind.  Some providers will even offer this type of hands-on care (we’re one) all the way through the period of rescission, making sure you keep the sale you just made.

Script: “Thank you for considering [Your Company] for your home improvement project. I’m excited about the possibilities and look forward to working with you. If you have any questions or need further information about [Your Incentive], please don’t hesitate to reach out. Let’s make your dream home – and [incentive benefit] – a reality.”

Conclusion

By carefully integrating incentives into your home improvement sales pitch, you can significantly enhance your appeal to potential customers. This approach not only differentiates you from competitors but also adds substantial value to your offer. With a well-crafted strategy, you can boost customer satisfaction, close more deals, and build lasting relationships. Remember, it’s not just about selling a service; it’s about providing an experience that your customers will cherish.

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