When interacting with homeowners, contractors can make or break a sale depending on how well their interactions go. Oftentimes, it’s not the contractor’s experience or portfolio that loses the sale; it’s the homeowner’s own insecurities. There are so many unknowns in home remodels that clients often feel too much internal pressure and bail on the project or keep searching for the “right” contractor. The good news is that there are a few things contractors can do to minimize fears and win homeowners over.
It’s important to reflect on why homeowners are wary of contractors. According to author and small business consultant, David Lupberger, homeowners fear becoming a news story. They’ve seen the unscrupulous building contractors in the news that take advantage of unsuspecting homeowners.
Another issue facing contractors is that many homeowners don’t understand the real cost of remodeling. They are afraid of the “hidden” costs and underestimate how much a remodel can cost. On top of that, homeowners may have difficulty visualizing what the end result will be and worry about the quality of construction and materials used.
In the end, it really comes down to trust. David
- It’s a process: A good remodeler understands he is not just selling a product – he is also selling a process. The best remodelers understand they must manage the process as well as the project. Homeowners need to be guided through the remodeling process every step of the way.
- The quality of product is crucial. Construction fasteners may appear to be simple, yet the implication of product and process improvement is tremendous. Consider the sheer number and range of construction applications that require fasteners, especially those as mundane as the ordinary nail or screw. The process of fastening today has never been faster or more cost-effective. Collated fasteners are now capable of being driven in with a pneumatic tool at speeds up to two times that of collated screws and eight times the speed of manually installed bulk screws.
- The four elements of trust: Homeowners desperately want to trust their remodeling contractor. If a contractor understands the four elements of trust, and practices them honestly, most major problems will be avoided.
- Consistency: Remodeling contractors need to set, and follow, consistent routines.
- Honesty: Tell homeowners what’s going to happen each week, and acknowledge mistakes.
- Promise Keeping: Contractors must keep their word. They must fulfill on the promises they make.
- Reassurance: Good remodeling contractors reassure homeowners on a regular basis.
- Homeowners are emotional: Experienced contractors realize a major remodeling project is an emotional time for homeowners. Good remodelers expect this. They gear their efforts towards reducing homeowner fears and dealing with the inevitable upsets. Emotional homeowners are not the exception - they are the rule. It comes with the territory.
Contractors that take these suggestions to heart and arm themselves with the power of SCRAIL® fasteners can win over new clients. Gain the trust of the homeowner and then wow them by a quality job well done. Pneumatic tools and collated fasteners can save you overall project time and reduce costs on job sites every day. Learn more on how collated nails can be installed with lightning speed and how collated screws are used when specified for a stronger hold over nails in this video: