Sales Calls - How are You Stucturing Yours?

Question

How do you all structure your sales calls when a lead comes in? Do you jump straight to a site visit, give ballpark pricing over the phone, or take a different approach? I'm curious how everyone handles that initial conversation before committing time to the property.

Here's my process: my VA gathers information and photos first, and if it's a job that'll run longer than a day or two, I'll call them. I spend about sixty to seventy five percent of that call just discovering—how long they've been considering this, what they really need, the full picture. Then I give them a bracketed price and listen to their reaction. If it fits their budget, we move to scheduling a site visit.

Now, some leads won't send pictures or details, and honestly, I'm not spending two to four hours wandering their house blind. So I charge a hundred and fifty dollar site visit fee in those cases. It filters for serious clients and respects my time. Curious to hear how you all approach this—what's working for you?

travisshepherd · Answer

I like your system — especially having your VA get the photos and info first.

I do something pretty similar. I don’t like wasting time either, so I also give a bracket price over the phone. I spend most of the call asking questions and listening. Once I throw out the price range, their reaction tells me everything I need to know.

The $150 site visit fee is smart. I might steal that idea. If someone won’t send pictures, I’m not driving out there blind either.

Good stuff.

judithvirag · Answer

After Covid we moved to over the phone, email and online booking.&nbsp; When we receive a lead our sales rep follows up.&nbsp; We provide an estimate over the phone.&nbsp; If during the discussion any red flags come up (and we have a lot LOL) then we ask for pictures. If we would do all the quotes in person I would have to have another person driving around all day.&nbsp; I am sure my conversion rate would be better though.&nbsp;&nbsp;

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Sales Calls - How are You Stucturing Yours?

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