Posts Tagged ‘Remodeling initial consultation’

Remodeler Best Practices: No Pressure Sales

Tuesday, November 29th, 2011

As I mentioned in the previous blog post, design and remodeling contractors are under a lot of pressure in this down economy to bring on new projects. This doesn’t mean, however, that we should transfer that pressure to you!

I’ve never been a big fan of the hard sell. I know what it’s like to walk onto a used car lot. It feels a lot like being a guppy dropped into a shark tank. I never want anyone to feel like that when they pick up the phone to ask me a question, and I’m sure most of my remodeling colleagues would agree.

I’ve come across many individuals and couples who feel nervous about requesting a free consultation for their remodeling project. The fact that something is free almost always means there’s some kind of catch. In this instance, homeowners fear the catch is a hard sell.

Not with K B Design and Remodeling. I view the initial consultation as an educational opportunity for the homeowner and myself. I want to hear about your vision for the remodel and answer any questions that you have. In fact, many homeowners I visit aren’t even sure if they want a remodel yet. That’s fine. It’s important to get information on what is possible, how much certain changes will cost, and how long a remodel will take. A design and remodeling contractor can also propose great ideas for the project if you’re unsure of what you want.

On these visits, my main goal is to inform, educate and to be a resource. If I feel like the homeowner is ready to move forward with the remodel, I usually offer to quote the job. I also like to give a follow up call to all homeowners who request an initial consultation to see where they are in the planning process and if they think they might like to go ahead with the remodel.

This is about as salesy as I get. If a homeowner is ready for a remodel, I want them to know that my company can provide them with a great result for a great price. I think most people would agree this is a fair approach, especially in exchange for a free initial consultation.

What is not fair is remodelers laying on the sales pitch thick as soon as they step in the door. This approach is more likely to scare the homeowner off than provide them with the knowledge they need to make the best decision for their home, their budget and their future.

If you have ever considered a home remodel and want your questions answered, please call K B Design and Remodeling for a NO COST, NO OBLIGATION, NO PRESSURE, NO HARD SELL consultation at your home.

Contractor Best Practices: Listening

Tuesday, October 25th, 2011

Wrong Scenario: You invite a contractor over for an initial consultation of a kitchen remodel. You can’t wait to tell the contractor your ideas and see how he can help you put it all together into a cohesive remodeling strategy…only you never get the chance. The remodeler takes a look at your kitchen and then starts explaining his ideas for the remodel. He brushes aside your concerns as he points out all the changes he would make to your kitchen. It all sounds good, except for one problem – it’s no longer your remodel!

Right Scenario: The contractor arrives at your home and immediately asks you all about your ideas. He listens carefully, speaking only to ask for clarification. He nods often and engages in good eye contact. After you finish describing your ideas, he asks considerate follow up questions that make you think in new directions. Only after you have fully described your vision does he review your kitchen. After a thorough look, you sit back down, and the contractor explains concerns, issues and ideas he has based on what you’ve told him. All of his suggestions are helpful and practical. You feel like he truly understands your vision and is dedicated to getting it right.

A good contractor can bring plenty of great remodeling ideas to the table, but first and foremost he must bring his ears and use them.

I consider listening to be the number one best practice for a contractor. Every client has a vision for their home, and it is the contractor’s duty to understand and share this vision. Of course, in most cases, the vision needs a little clarification and fine tuning, and that’s where the contractor can really shine.

Great outcomes start by listening to the client and delivering their vision.