Sales Strategies & Tips
Sales Teams Don’t Like CRMs. Here’s why.
If two out of three important parties in this equation feel CRMs can benefit business, why is it that sales teams can’t stand it?
You know how to work a deal.
You know just the right words to communicate your product’s value and lead a customer to a sale.
But sometimes, it just seems so difficult to get the customer to engage.
Industry research shows that it can take up to seven touches for a customer to respond back to a sales communication.
Let’s say your rep has five leads they’re talking to in a given week. That’s a LOT of manual follow-up (especially on multiple channels like texts, emails, and phone calls).
It’s important to have a messaging cadence that reaches out to contacts multiple times with the right communication.
In this article, we’ll talk about our top tips to get contacts to respond to your home remodeling messaging.
1. Be Specific
When asking for a customer to respond to you, be very specific in your messaging. Especially within text, people don’t like feeling like they are getting a generic marketing message.
For example...
Don’t beat around the bush, you know what you want, and your customer should know that too! 
2. Surface Objections
In order to figure out how you can better serve your customers, you’ll need to dig into their objections. Why didn’t they buy already? What is holding them back?
The majority of home remodeling customers don’t move forward for the following reasons:
- Pricing
- Timing
- Poor sales rep experience
Your goal should be to coax those objections out from the customer.
For example...
Once the customer lays out why they haven’t moved forward, you will have a much easier time servicing their needs. If it’s Pricing for example, you may be able to offer financing.
Companies like Hearth make it easy to get customers pre-approved. If it’s timing, you can tell the customer thank you for your response and set time to follow up with them when they are ready to make a decision.
3. Strive for Authenticity
Customers can sniff out ‘marketing messages’ right away. In order to earn their business, you need to prove to them that you are on their side.
Being authentic and ‘real’ in your messaging can build trust with the customer.
For example...
By providing personalized messaging, you can start to build trust with the customer even before the appointment is run.
In post-COVID-19 home improvement, we suggest using this opportunity to explain your appointment procedures. That way, every customer knows exactly what to expect so they feel comfortable and prepared.
Keeping these tips in mind will help you build messages that get responses, but also show that you take customer experience seriously and that you have the customer’s best interest at heart.
Looking for templates to help guide you?
Not quite up to the task to write a full campaign? Hatch has pre-written campaign templates based on our experience with the Home Improvement Industry. These campaigns are proven to get results, with response rates averaging at 60%+ for most campaigns.
Check out our messaging eBook for more tips on how to write messages that get a response.
