Four Closing Strategies Every Home Improvement or Home Services Company Should TryJan 10, 2023
Destination Motivation’s Vacation Vouchers are a great way to generate leads & eliminate cancellations. But perhaps their best and most-often used function is closing in-home sales. There’s no better way to get a customer to say “yes” than by offering them a complimentary trip at an incredibly affordable just – just for making a purchase!
However, before vouchers are presented, a good salesperson has already set the homeowner up to say yes, typically by following a proven script or approach. While there are many valid approaches out there, we’ve found that there are a few consistent closing techniques that may be useful for in-home salespeople:
- The “because” technique: This involves explaining to the customer why they should make a purchase, and providing a reason or benefit for doing so. For example, you could say, “You should buy this product because it will save you time and money in the long run.”
- The “limited time” technique: This involves creating a sense of urgency by telling the customer that the opportunity to make a purchase is limited. For example, you could say, “This offer is only available for the next 48 hours, so you’ll need to act fast if you want to take advantage of it.”
- The “trial close” technique: This involves asking the customer a question that will help you gauge their level of interest in making a purchase. For example, you could say, “Are you interested in making a purchase today, or would you like to think about it for a little longer?”
- The “assumptive close” technique: This involves assuming that the customer is going to make a purchase and moving forward with the next steps. For example, you could say, “Great, now let’s talk about payment options.”
And with any of these approaches, it’s easy to then work in the vacation vouchers to seal the deal! It’s important to keep in mind that different techniques may work better with different customers, so it’s a good idea to try a few different approaches and see what works best for you.
Of course, if all else fails, the old “Ship in a Bottle” approach never fails!
If you’re looking for more assistance in closing deals with incentive programs that have been proven to work time and time again, contact Destination Motivation to learn more.