After successful marketing gets you a mold removal lead, closing the sale for mold remediation jobs can be challenging, especially since clients may feel overwhelmed by the issue and wary of remediation costs. To close the deal successfully, you need to build trust and ensure potential clients understand the value of your services. Here are some tips to help you close the sale effectively:
1. Build Rapport with the Mold Lead:
- People want to hire the person that is going to do the best job for the cheapest cost, but they also want to hire someone they like. This makes building rapport a make-or-break factor in closing a sale for a mold remediation job.
- Two technicians doing the mold inspection for a quote works great. For the customer, it can be awkward having someone in your house, and as a technician it's difficult to talk to them while you're doing your thing. Having two people can make everything flow better, and make it easier to build rapport with the customer.
2. Educate the Client about Your Process:
- Provide clear and concise information about your mold remediation process. Customers want to know exactly what you'll do. Even if your process is exactly the same as a competitor's quote, if you call out the steps you take and they do not, you'll probably get the job over them.
- Address common misconceptions and help the client understand the long-term benefits of remediation. If you offer a warranty, be sure to mention it. Mold coming back is the biggest fear of someone having to deal with remediation in their home.
3. Offer a Clear and Comprehensive Proposal:
- Present a detailed proposal that clearly outlines the scope of work, costs, and expected timelines.
- Take photos during the inspection process and include this in a report with the quote. Photos can make all the difference in the customer feeling secure that you'll fix the problem.
4. Drop the Price if You Have to:
- There is no rule that the first quote you send them is the final offer. If you feel like the customer is hesitant on the numbers you gave, and you're willing to do it for less, call them up to discuss.
- People love feeling like they talked you down, so it can even be a great sales tactic to try to maximize your returns.
5. Provide Multiple Payment Options:
- Offer flexible payment options, such as financing or installment plans, to ease the burden of upfront costs.
- Clearly explain what payment options are available and how they work.
6. Highlight Guarantees and Certifications:
- Emphasize any guarantees you offer, such as a mold-free warranty after remediation.
- Showcase relevant certifications or affiliations that demonstrate your expertise and credibility.
8. Follow Up Promptly:
- After presenting the proposal, follow up promptly with a call or text to answer additional questions.
- Offer to answer questions, and let them know to let you know if they'd like to schedule a start date.
9. Tell Them to Let You Know if to Schedule a Start Date for the Remediation:
- Confidently ask if the client is ready to proceed with the remediation work. Put the idea of start date in their head the moment you send the quote.
- If they're not ready yet, give them time and space, then follow up in a week or two.
By establishing trust, educating clients, and addressing concerns head-on, you can significantly improve your chances of closing mold remediation jobs successfully. Your professionalism and dedication to helping clients will set you apart, making them more likely to choose your services.
