Uncertain & Comfortable
30-Minute Call KEY PHRASE
“When I get there, I have a couple quick questions, so I fully understand what’s going on with your home. Do we have a place inside where we can sit down for just a moment before I jump into my inspection?”
Consult: at the site Key Phrase:
“So you said this has been going on for...”
At the end of Table Convert: Key Phrase
“I think I have a grasp on what you’d like us to do. I have some outstanding software that will help us understand exactly what’s going on.”
Once we complete the Priority Review: Three Legs Key Transition Phrase:
“Do you feel like the solutions we discussed will completely and permanently take care of the issue?”
Our Mission:
“Protect, repair, and improve our customers greatest asset- their home”
At the door Key Phrase:
“Earlier you said there was a place inside we could sit down. Show me the way.”
Consult step: Break for inspection Key Phrase:
“Now that I’m familiar with the issue, I’m going to begin my inspection. When I finish, would you like me to ring the doorbell?”
Into About Us: Key Phrase
“Now that I know exactly what you want us to fix, there are some things about our company that you need to know.”
Deliver payment options: Key Phrase
“So, of these options, check or card, the 24-month same as cash, or the low monthly payment, which do you feel is going to work best for you?”
Our Core Values:
"Work until..."
It is done right
In the approach, at the table key phrase:
“I’m curious, how did you hear about us?”
Convert step After Inspection, at the door (Site)
“I’ve completed my inspection. Let me show you what I’ve found.”
Into Causes: Key Phrase
"Our customers tell us they also appreciate understanding what caused these issues in the first place.”
Same Day Savings: Key Phrase
“So, how soon are you looking to get the work scheduled? Couple of months, couple of weeks, couple of days?”
1 of our Core Values: "Build open..."
..And honest relationships."
Approach: After the warmup Key Phrase:
“So I can help you best, I have a plan for our meeting today.”
During Site OR Table Convert: Key phrase
“Would you like to see the options to fix this problem?”
Into Options: Key Phrase
“Historically, there have been a few options contractors have used to attempt to fix this.”
Schedule Step: Proposal Key Phrase
“Let me prepare your proposal so I can quickly confirm it with you.”
1 of Our Core Values: "Embrace..."
"...and drive growth."
Approach Step, After the Agenda key phrase:
“So let’s start with those questions so I have a better understanding of what’s going on with your home.”
At the end of the Site Convert: Key Phrase
“I think I have a grasp on what you’d like us to do. Let me grab my iPad and I’ll meet you back at the table.”
Into Solutions: Key Phrase
“Our engineering department put together this short video clip that explains this at a very high level. Let me play this, then we’ll get into more details about what’s going on.”
When doing the priority review, use the projects discussed combined with customer's Why,... and say:
"Just to review everything we have discussed..."
4 LAWS OF COMBAT:
1. Cover & Move
2. Simple
3. Decentralize & Command
4. Prioritize and Execute