You’re considering a surgical procedure for your home 🙂 Treat your contractor’s in-home presentation like a visit to your doctor: You want your surgeon to not only have experience but also good bedside manners, right? The same applies to a major investment in your home.
Many homeowners have become accustomed to contractors that only spend a minimal amount of time during their in-home sales presentation; typically, they will quickly go over the “features” of their product, offer a discount and, in sales language, “go for the close” or the order.
In contrast, we encourage our prospective buyers and existing customers to approach an in-home sales appointment as a visit to the doctor; take your time, ask a lot of probing questions and ensure that you are comfortable and confident with the decision you have to make. You’re going to live with it for a long time.
Replacing roofing, siding or windows must have a long-term return on your investment. And, while the total price is very important, ensuring that you install quality and durable products is equally critical. Since there are overwhelming features and options with each product, only informed homeowners can make the right decision.
Here are key ways homeowners can prepare for the appointment is:
- When the contractor calls to schedule your appointment, use this opportunity to share with them what is most important to you; we don’t expect you to be a windows expert, for example, but an open conversation about your wish list and what matters most to you is very important. Examples of information you should share in advance include: the color of siding, the style of windows you’d like, what you like or don’t like about your current windows, etc.
- If the representative who will visit you is a home improvement professional (as opposed to a salesperson), they should be familiar with all aspects of home construction and installation. Treat them as an advisor, not as someone trying to sell you something. How can you tell the difference? By the type and depth of the questions they ask, and when they share design ideas or what specific benefits, their product offers that meets your requirements.
- A quality home presentation must include an actual fully functioning sample of the products you are considering: vinyl siding options, roofing material and the actual window they recommend.
- Plan to have everyone involved in the decision-making present during the presentation. Unfortunately, many contractors use this requirement as a sales-closing technique. Major Homes approaches this differently: The reason we ask for all parties to be present is because it will be practically impossible for one member of the family to relay all the technical information we shared to someone else. Our time together differs from a visit to your local Home Depot or Lowe’s; you’ll be sitting across from a home improvement professional, not a store clerk who lacks home construction and installation experience and constantly refers to a large binder.
- A homeowner’s goal at the end of an in-home presentation is for the contractor to EARN your confidence and your business. Period.
- How long should you allow for a presentation? A quality and well-informed home improvement visit should take 45-60 minutes, and if you need additional time, the representative should accommodate you. Remember, you can make an informed and educated decision about replacing your roof, siding or windows when you’ve taken the time to learn as much as you can about your options.
- Choose a product that offers you the best return on your investment. Products offered by home improvement retailers (including famous brand names) don’t use the same high quality components that specialty contractors install. You’ll have to use their subcontractors or your local, uninsured handyperson to install them. If the product ‘fails’ you’re likely to experience finger-pointing between the installer and the retailer. That is one nightmare scenario we don’t wish on any homeowner.
As you might imagine, with over 102 years in business, our family has seen it all, with all aspects of home improvements. We believe that “a well-informed homeowner is our best customer.”
Have questions? Overwhelmed by choices? Call us—877.656.2567 — get additional information and experience the Major Homes difference.
