Advice on my home improvement lead gen script

12 replies
Hey guys I recently posted a thread asking for a good lead geb script for home improvement and didn't get much response. I now have a script drafted up that I created with some help from a fellow warrior on here and I want to know what you guys think. I haven't hot on the phone with it yet. I will on Monday. I'm trying to generate leads primarily for kitchen and bath remodels but the company handles all home improvement projects.

-Hi have I reached _________(there address)? Great I have the right person.

-reason for my call, we've been doing a lot of kitchen and bath remodels in your area, and where actually giving out free estimates everyday this week to homeowners in your community.

- I was wondering.... What are some of the home improvement projects you've been thinking of getting done, that I can swing by and give you in estimate on while I'm in the area?
#advice #gen #home #improvement #lead #script
  • Profile picture of the author umc
    Sounds like a good basic script, though I don't like the address confirmation right off the bat as it seems impersonal. I called for years in the home improvement industry and my script was:

    Hi, is this Mr/Mrs. ____________?

    Great, my name is Mike with such and such construction company and we're going to be in the area giving free estimates on home improvement projects for the next week or two as a service to homeowners.

    Is there anything you've ever thought about doing to the house? (We sometimes had a limit on what we did, so I might guide them a bit in that direction, mentioning maybe some new windows or siding, etc.)

    That's it, very simple, and it worked for me. I do think that everyone has to kind of make a script their own and put it in their comfort level. For me this was laid back, low pressure, take it or leave it. No desperation, and while I would push them to think a bit about projects that they might have in mind, I wasn't going to push too hard and end up with a blowout in the confirmation department at our company.

    It has been many years now, but back then I would set 6-10 appointments per 8 hour day. There were days where I might hit 15-20 appointments, and days where I might just get 1. A lot depended on the area we were calling, if it just so happened that we were calling right after another company did the same, etc.
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    • Profile picture of the author StudentOfTheGame
      Originally Posted by umc View Post

      Sounds like a good basic script, though I don't like the address confirmation right off the bat as it seems impersonal. I called for years in the home improvement industry and my script was:

      Hi, is this Mr/Mrs. ____________?

      Great, my name is Mike with such and such construction company and we're going to be in the area giving free estimates on home improvement projects for the next week or two as a service to homeowners.

      Is there anything you've ever thought about doing to the house? (We sometimes had a limit on what we did, so I might guide them a bit in that direction, mentioning maybe some new windows or siding, etc.)

      That's it, very simple, and it worked for me. I do think that everyone has to kind of make a script their own and put it in their comfort level. For me this was laid back, low pressure, take it or leave it. No desperation, and while I would push them to think a bit about projects that they might have in mind, I wasn't going to push too hard and end up with a blowout in the confirmation department at our company.

      It has been many years now, but back then I would set 6-10 appointments per 8 hour day. There were days where I might hit 15-20 appointments, and days where I might just get 1. A lot depended on the area we were calling, if it just so happened that we were calling right after another company did the same, etc.
      If you don't mind me asking we're you on a predictive dialer or pounding out the numbers manually? Also was your list targeted at all or was it straight cold calls?
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  • Profile picture of the author StudentOfTheGame
    A warrior actually wrote out this whole script for me and I changed the first line to state the address, I should have just left it how he wrote it lol idk why I did that. Wow it sounds like you we're killin it! That gives me some motivation right there. I hope l can get some results.
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  • Profile picture of the author tryinhere
    Originally Posted by StudentOfTheGame View Post

    I can swing by and give you in estimate on while I'm in the area?
    You are swinging by and giving quotes ? and you have the knowledge to quote from a roof restoration through to a bathroom makeover, to building a new fence or repairing salt damp?

    One clever person.
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  • Profile picture of the author StudentOfTheGame
    I had this written for me by a warrior idk why he put it that way but he said don't change anything. I already made the mistake of changing the opening line.
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    • Profile picture of the author tryinhere
      Originally Posted by StudentOfTheGame View Post

      I had this written for me by a warrior idk why he put it that way but he said don't change anything. I already made the mistake of changing the opening line.
      lets hope you can get your money back then. Being a warrior means jcak siht, anyone can join up and become a "Warrior"?
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  • Profile picture of the author StudentOfTheGame
    I guess it's a way to make them think the sales rep isn't going to take up hours of there time. It puts in there mind that it's gonna be quick even if it isn't, just so we can get in the door and start selling.
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  • Profile picture of the author umc
    First, don't tell people that you're coming out if in fact it won't be you. That just sets the sales rep up, and the person confirming the appointment if that is happening, for problems. Don't great problems by telling a lie on the initial call.

    I cut my teeth on the phone with a directory (name escapes me) that was just a list of people that you would find in the white pages but by zip code. Any targeting was purely by zip code. There were codes that were better than others and if we were having a slow day grinding it out in the room we'd dip into a better zip code to fill the reps' schedules.

    I did go to a dialer later. That may have raised my numbers but I don't know because I went from part-time to full-time when we made that move. I ended up managing the whole department with 20 or so telemarketers, a reset department, and confirmation. We did over $1,000,000 in gross sales per month. Like I said, it was many years ago. Damn, I guess it was almost two decades now. That makes me feel really old.

    I eventually moved on and did some cold calling for a funeral home, alarm company, and got my own contracts with home improvement contractors and called independently. I started my cleaning business by cold calling. Called 5 apartment communities, picked up 3 appointments, landed 2 of them, and we've been doing this for 15+ years now. Cold calling works.
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    • Profile picture of the author StudentOfTheGame
      Originally Posted by umc View Post

      First, don't tell people that you're coming out if in fact it won't be you. That just sets the sales rep up, and the person confirming the appointment if that is happening, for problems. Don't great problems by telling a lie on the initial call.

      I cut my teeth on the phone with a directory (name escapes me) that was just a list of people that you would find in the white pages but by zip code. Any targeting was purely by zip code. There were codes that were better than others and if we were having a slow day grinding it out in the room we'd dip into a better zip code to fill the reps' schedules.

      I did go to a dialer later. That may have raised my numbers but I don't know because I went from part-time to full-time when we made that move. I ended up managing the whole department with 20 or so telemarketers, a reset department, and confirmation. We did over $1,000,000 in gross sales per month. Like I said, it was many years ago. Damn, I guess it was almost two decades now. That makes me feel really old.

      I eventually moved on and did some cold calling for a funeral home, alarm company, and got my own contracts with home improvement contractors and called independently. I started my cleaning business by cold calling. Called 5 apartment communities, picked up 3 appointments, landed 2 of them, and we've been doing this for 15+ years now. Cold calling works.
      When you started doing it independently we're you charging a fixed rate per appointment or charging them hourly? I can't seem to figure out what the better option is.
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  • Profile picture of the author StudentOfTheGame
    I'm not sure what you mean by money back. I didn't pay anything. And even if I did why would I ask for my money back? I haven't seen you post a better script.
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    • Profile picture of the author tryinhere
      Originally Posted by StudentOfTheGame View Post

      I'm not sure what you mean by money back. I didn't pay anything. And even if I did why would I ask for my money back? I haven't seen you post a better script.
      free, OK, your lucky you did not pay for it then, so you just dump it, and I won't be posting a script, not into games or being touted into something, I was just silly enough to see one person could possibly not do all of that and as suggested by umc, and what is probably a very bad thing to do is pretend with customers.

      good luck with things, sure you will work it out.
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  • Profile picture of the author umc
    When I was independent I did it at a 10% flat commission. I was young and doing it part-time on the side so I wanted a shot at a bigger payday than working by the hour. The tough thing there is really tracking things and making sure your contractor isn't screwing you out of sales. What killed it for me was getting an appointment for what turned out to be a $70,000 remodel and then seeing my contractor on the news as he went to jail for taking those people's money and running. I was out at thay point, not just the $7,000 commission, but the possible liability scared me. I don't know how liable I could have been in all honesty. I had no contract with the homeowner, and did have one with the contractor absolving me of responsibility, but I was young and dumb and certainly no lawyer.

    When I worked for a company my favorite was hourly plus a small commission. I don't know how I would do it today. My experience was a long time ago. You'll have to choose where you're more comfortable. If you do it on appointments that seems nice as well. If you go on commission like I did back in the day you're at the mercy of their sales skills. Ultimately there's no perfect choice. There are always pros and cons to either way you choose to do it. It's your decision. You can always change later as you learn.
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