With over 600 Contractors using Contractor Appointments, we have found one common thread: all of these contractors either use other lead generators successfully or have at least had some success with online leads.
So why does this matter? In a word, expectations.
Contractor Appointments offers online leads with a better guarantee (you're guaranteed to meet/speak with the customer and the opportunity to estimate their project).
You see, online leads are customers at varying stages of the buyer's journey (problem aware, solution solution aware, solution consideration).
So - what type of customers can you expect from online leads?
The Emergency - 10%
The customer needs the work done, price isn't as much of an issue because the they're selling the home, it has damage, etc.
The Problem Aware - 50%
The customer knows they need/want their problem solved. They know the products/services you sell and want the benefits of your product/service.
The real problem: The customer doesn't know how much the solution to their problem will cost them.
The solution: Acknowledge the customer's problem, build value in the solution you provide, present the solution and make sure it solves their need. Then help them afford the payments of their solution.
The Shopper - 30%
The customer already has multiple other bids.
The real problem: The customer is looking for the best value for the price.
The solution: Ask them, "Why didn't you go with the other quotes you've received? Are you just looking for the lowest price or are you looking for a better material/warranty for the price you've already received?"
The Interested Neighbor - 10%
The customer was just curious how much something like this project would cost for one day in the future. No immediate timeline.
The real problem: The customer isn't aware of an immediate problem.
The solution: Sometimes you can help them find the immediate solution. "You're windows aren't getting any better are they?" "Why do you feel you need a new roof?" It might take some digging but there is some need, interest or desire or they wouldn't have waisted your time or their own.
The reality is, customers will book appointments with you for any of the reasons above. Closing rates are 3 in 10 for a reason; you won't close them all. BUT, as you can see above, all of these customers do have a problem - oftentimes, it's not if they will solve it, but when and with who.
Customers who are better at presenting their value for the price and those who have good long-term follow-up processes in place will always close more projects!