Improve Your Client Acquisition Rate

Getting an incoming call from a prospect inquiring about your home inventory service business can be a blessing.

(It can take a while for all of your networking, advertising, and marketing efforts to yield that first call.) So when those calls starting coming in, you'd better be ready to turn those prospects into paying clients.

Develop a script to answer common questions and make your pitch for the sale. You'll feel more relaxed if you can focus on the person you are talking to .... and not wondering what information you need to know from the client.

What information should you collect? For starters:
• How did they hear about you?
• Have they ever had an inventory before (Have they done one themselves?)
• How large is the space to be inventoried? (Is it a home, an apartment, a business, a second home?)
• Have they had a recent loss -- or what is the reason they're interested in an inventory now? (This will help identify an "emotional trigger" you may be able to use to close the sale)
• What is their timeframe for completing the inventory, and what is their availability for an appointment for you to conduct an on-site estimate?)
• Collect their contact information -- including phone number and e-mail address (especially if they are not interested in scheduling a free consultation just yet.)

I recommend developing a "Lead Sheet" to capture information from new callers. This will ensure you gather all the information you need from prospective clients.