Green Marketing Class students have spent the last 6 weeks learning effective marketing techniques, but what happens when you get a lead? Sales and financing expert Rick Williams guest lectured tonight about how to close sales with financing.
Video of this class:
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1. Research Before you Meet Your Client!
Use publicly available information: If we’re dealing with a house and we’re a home performance contractor, we may use a service like
will be able to better present your solutions.
2. Phone Prequalification
When talking to a prospect, use option questions. Eg. “Which financing option have you considered for your home energy upgrade, a loan or refi?”
3. Establish the Client’s Pain
Why did the client call you? You need to really nail this down so you can speak to their needs.
Disconnect between service provider and customer: you and your customer will think about your service in different ways. Make sure to empathize with your client.
4. Figure out Your Client’s Urgency
For more notes, see Rick’s presentation and video (coming soon!).