Frontline Closing Strategies

The Importance of Closing Rates

Closing rates affect the entire company, including your employees. Just think of the time invested in prospecting—from the initial call to traveling to the job site, conducting a walkthrough, preparing the estimate, and presenting the proposal. And if the job doesn’t close? That was time wasted that could have been spent elsewhere. At a time when estimators and project managers are frequently nearing burnout from working too much, it is crucial that closing rates are as high as possible.

Setting the Stage

Before coming in contact with prospects, you need to develop the mindset of your frontline staff to treat every interaction as an opportunity. This starts with setting the stage by having a strong company brand and then ensuring that every interaction the prospective customer has with your company reinforces the consistent application of that brand.

Identifying With Your Customer

To understand your customer and serve them well, you must understand their motivations. It’s also important to realize that different categories of customers are driven by different things. What is important to a residential homeowner is not the same as what motivates an institutional client. Understanding the differences and meeting each customer’s needs will lay the foundation for a relationship in which they trust you to have their best interests in mind.

Powerful Proposal Presentation

It’s important to understand how to present a professional proposal and to know the closing strategy that will give you the best chance of success. You also must be familiar with how to overcome objections, when to upsell, and how to ask for the sale, all while maintaining your company’s brand and the trusted relationship you have built.

Summary

Expand on what you've learned, practical applications and tools, and open discussion.