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The Change Order Podcast



WELCOME!

This is Hearth’s blog for home improvement professionals interested in
protecting their profits and closing more deals.





Learn how Hearth can help your home improvement business.

The premier business blog for contractors


Jul 20


JUL 20 6 MISTAKES TO AVOID WHEN SELLING WITH FINANCING

Lindsey Snyder

Steve Weyl knows how to grow a home improvement business.

In the first 10 years, he took his company Able Roofing from zero to $10 million
in annual sales. During the next 10 years, Steve grew his company to $105
million, making it the largest residential roofing company in the United States.

Today, Steve is a nationally renowned sales trainer. In this exclusive blog
post, he shares the 6 biggest mistakes contractors make when selling to clients
-- and ways to avoid them.




MISTAKE #1: NOT HAVING A MONEY CONVERSATION PRIOR TO THE QUOTE

The first and biggest mistake you can make? Not having a conversation about
money before you give a quote. Some customers pay upfront with cash, and others
use payment plans -- there’s a difference between a cash buyer and a payment
buyer. When you understand which bucket your customer falls into, you can better
present the cost of the project.

Tip: Say something like: 



 


MISTAKE #2: NOT UNDERSTANDING YOUR BUYERS PAYMENT COMFORT ZONE

In general, your client will have a price they want to pay for their project.
But they’ll also have a price they will pay, and a price they can pay. All of
these numbers factor into the price they do pay in the end. If your customer is
interested in financing their project, knowing their payment comfort zone will
help you give a quote that will stick.

Tip:  Say something like: 




MISTAKE #3: NOT PRE-QUALIFYING YOUR CUSTOMER BEFORE QUOTING

Want more of your quotes to become deals? Don’t waste valuable time on someone
that can’t afford your product or service. Pre-qualifying your client for
financing BEFORE giving the quote ensures that you’re spending your time on a
project that can actually happen.

Tip: Your client can get pre-approved for financing options in 60 seconds
through Hearth, without affecting their credit score.


MISTAKE #4: NOT KNOWING HOW MUCH IS AVAILABLE FOR THE PROJECT

How can you give a realistic quote to a customer you just met? If you don’t know
how much your client has available for the project, your quote might end up
being more of a guess. When your customer pre-qualifies through Hearth, you’ll
know their payment limit and can better tailor the quote to that individual.

Tip: You’ll receive a notification with their credit limit and payment options
when your customer gets pre-qualified for loan options.
 


MISTAKE #5: NOT HAVING MULTIPLE FINANCING OPTIONS

What’s better than getting a financing option from one lending partner? Getting
multiple offers from a dozen different lending partners. Offering multiple
financing options is an easy way to increase your approval rate and close more
deals.

Tip: Hearth works with 11 lending partners and is adding a new one every month.
These financing options cater to different project sizes and credit scores,
making it more likely that your client will receive funding.


MISTAKE #6: ENGAGING WITH SOMEONE WHO WON’T -- OR CAN’T -- MAKE A DECISION

Ever find yourself frustrated with a client who can’t make a decision? Often,
there’s another person who needs to have a say in the decision-making process.
If you know who you need to win over in order to close a deal, your job will be
 much easier.

Tip: Early on in the process, ask your client:



Make sure to cater your presentation to all of these people.

With Steve Weyl’s expert tips and Hearth as a sales tool, you’ll be on your way
to growing your business and increasing sales. Give us a call at 512-686-4141 to
learn how you can incorporate Steve’s advice into your sales process.

You can also learn more about Steve’s sales training by contacting him at
steve.weyl@sandler.com.


Lindsey Snyder

Lindsey Snyder

Lindsey Snyder



JUL 27 HOW ECOSOURCE ROOFING & SOLAR USED HEARTH TO GET 3 NEW PROJECTS IN 2
WEEKS




JUL 19 INTRODUCING ACCOUNTS FOR YOUR SALES TEAM


RELATED POSTS

OCT 19
OCT 19 HOW TO CLOSE THE SALE AFTER YOUR CUSTOMER PRE-QUALIFIES


OCT 23
OCT 23 HOW TO PRE-QUALIFY YOUR CUSTOMER AFTER A VISIT


Dec 1


DEC 1 6 MISTAKES TO AVOID WHEN SELLING ROOFING WITH FINANCING


CONTACT US

512.686.4141 | support@gethearth.com


BROUGHT TO YOU BY HEARTH

The above content is for informational and/or educational purposes only. It does
not constitute professional financial advice. If you have more questions, please
reach out to a financial advisor for more information.

Hearth is a technology company, which is licensed as a broker as may be required
by state law. Hearth does not accept applications for credit, does not make
loans, and does not make credit decisions; this site does not constitute an
offer or solicitation to lend. Hearth may be compensated by third-party
advertisers. However, the compensation will not impact how or where the product
may appear on this site. The offers on the site do not represent all available
financial services, companies or products. NMLS ID# 1628533 | NMLS Consumer
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