What would you do?
•You are at a busy event and you feel like you're talking to EVERYONE! No one is stopping to talk to you.
•How do you adjust to get more engagement from the crowd?
Readjust your booth and make sure you are facing the crowd.
Make sure you are talking directly to people and not shouting through the crowd.
Get handouts from the office for busy events!
Why is set rate important?
Set rate is important because it is the % of your appointments that demo. Higher set rate = more bonus $$$$
•Not interested right now
I didn’t expect to catch you on the day you were ready to purchase your windows; that’s exactly why we guarantee our price for an entire year. I completely understand, no one has a window/door savings fund. Most families we meet with are looking to budget as they have no idea what a project will cost. Keep in mind you can do things in phases. Wouldn’t it be great to have someone out to show you where to start?
What is the expected benchmark for Set Rate?
65%
What is Fibrex?
•OUR WINDOWS ARE ALL MADE WITH THE MATERIAL FIBREX. THIS CONSISTS OF 40% RECLAIMED WOOD FIBER AND 60% THERMOPLASTIC POLYMER
•It is a slower day at Walmart – you’ve only seen 10 people walk by and you have been at your booth for 30 minutes
•What do you do to ensure you have a productive shift?
Make sure you talk to EVERYONE- you never know when the right person is walking by,
Take advantage of every opportunity by focusing on your script and methodology to convert sweeps.
Be fun and engaging and keep a positive mindset.
A few of your appointments didn't demo. The cancelation reason is schedule conflict.
How could you improve this.
Emphasizing that the 5% VIP card is only valid if you keep the original appointment scheduled and ensuring you do a thorough job restating the appointment date and time multiple times.
"hand these coupons to your PC the day of your appointment to make sure you take advantage of these savings"
•Other party doesn’t care
•We completely understand that you make the decisions. We have found that our customers are more satisfied after having all homeowners meet with us. I’m sure no matter what you end up deciding, you’ll be happy you got all your questions answered together.
What are you personally going to do to improve your set rate?
Reps personal goal- TBD
True or False:
Wood, metal, and vinyl windows can develop mold
True
You got put at a pretty good event!! But they put you in the corner and it is difficult for the crowd to see your booth.
What are you going to do?
Find a way to move your set up or if you're at an event where going mobile is productive - go for it!
A lead you set did not demo and the notes on the appointment say that one of the homeowners was not present.
Which part of your script might you have missed?
Step 4:
"We ask to meet with all homeowners and decision makers, besides yourself who would that be?"
Time Commitment
It takes about 20-30 minutes to go over your options and see exactly what you want. Another 20-30 minutes to measure your windows and give you an exact price and the last 20-30 to answer any questions you may have.
A lead you set did not run. The notes say the homeowner did not have 90 minutes.
What part of you script might you have missed?
Step 4:
"We ask that homeowners set aside 60-90 minutes whether we need it of not"
Explain seal failure
•Argon gas escapes from between the window panes allowing for moisture/dust and dirt to get in between the frames causing condensation.
Share something you do or say to yourself to keep you motivated when you start to feel your mindset slipping.
TBD
A large portion of your appointments didn't demo for the same reason. It says they all went unconfirmed.
How could you improve this?
"just to let you know we are going to call to confirm. If you do not answer we will call you 3 more times as well as leaving voicemails. If you do not respond to those we will give you a text, just reply "Y" to confirm.
2 PHONE NUMBERS!
super busy
•Most of our customers are really busy; that’s exactly why we're so flexible. We can visit 7 days a week. Mornings, afternoon or evening. Let me grab some additional information and we will get our office on the line, and they have an updated calendar, I am sure they can find a time that works best for both of you..
A lead you set did not demo. The reason for cancelation was "not interested at this time"
What should you do next time to improve this?
Build more value in the visit in step 2. Making sure they leave knowing the awful problems their windows are having.
Emphasizing the coupons!
Explain warping
Sincw we live in the high desert there is a high contrast in temperatures, this causes the material to expand and contract. This changes the shape of the window frames - making them difficult to open/close.
•You are at an event/or retail spot and you’ve pulled someone in to fill out the sweeps. They have real problems and want to book BUT they are on the way to birthday party and do not want to wait.
•How do you overcome this and get them to book?
Reassure the customer this will only take a minute, also emphasizing the coupons.
What is the goal for % of appointments with 2 phone numbers
85%
What's the average price?
•: The price of any window depends on the make, model and color you choose- it depends on the number of windows and the sizes of those windows- along with the composition, material, and condition of your window frames – which will affect the installation requirements-(refer back to the Value of the Visit). That is why you want to have the project consultant go over all of your options and give you a price quote that’s guaranteed for an entire year
Your customer says "you don't need my husbands phone #, he never answers. Just use mine" - what do you say to get that phone #?
"We just need a second phone number in case something happens on our way out, that way we can respect your time and let you know in case of an emergency"
We can service a manufactured home as long as...
It is build on a foundation and built with 2x4's or 2x6's