Help
Options
Didn't know it?
click below
click below
Knew it?
click below
click below
Don't Know
Remaining cards (0)
Know
retry
shuffle
restart
0:00
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
Position and Promise
Enver's opening pitch to clients
| Paragraph | |
|---|---|
| Well Mr./Mrs. ________, may I take 5 or 10 minutes to share what it is I do with the company? | |
| Thank you. I help administer our REWARDS PROGRAM. | |
| We have been canvasing your area for the past few days and received an overwhelming response from homeowners looking to save money and take control of their expenses. | |
| Approximately 60 appointments have been confirmed and when we have that level of interest, we look for a homeowner to be the first in the area to PARTNER with and help jump-start our REWARDS PROGRAM. | |
| I also want to lay a foundation of credibility in your area. I am sure you already know this, but the biggest hurdle for any contractor, no matter how long they have been in business, isn't price. It's...CREDIBILITY. | |
| More specifically, when a customer does a home improvement, they want references. I am sure you are no different, right? | |
| The challenge is that contractors use the same references, or use family members or friends. Is there any value (or credibility) in that? | |
| Let’s say for example, we built over 100 jobs last month. If one didn’t go well, would I give it to you as a reference? Of course not. | |
| Most people feel more comfortable with a contractor reference after speaking with somebody they know. Would you agree? (Yes) | |
| So, there is far greater value in having one of your neighbors to reference, right? (Yes) | |
| That’s (the case and point of) why I am here: I am offering you the opportunity to be your neighborhood’s 1st reference and join our exclusive EARN Rewards Program. | |
| In addition to your own energy savings, you could be rewarded financially for every neighbor that uses Enver for their replacement windows. Would you like to know how? (YES) | |
| If your neighbors were interested in HIGH PERFORMANCE, ENERGY EFFICIENT WINDOWS and we had you as a reference, do you think they would hesitate in allowing us to give them an estimate? (NO) | |
| Great. Well, we can go more into specifics after we see if you qualify. | |
| If customer asks about “qualify”: “Let’s see if we can save you money first, okay?” | |
| So if you qualify for the rewards program and help us get started and that leads to 6 new jobs at $25,000 each, how much revenue would that generate for the company? | |
| Yeah, $150,000! | |
| Well, can you see how this program put us in a position to be one of the TOP Energy Management Companies in California? | |
| We will look at a few options while I am here: | |
| You can stay with your current windows | |
| I will show you the benefits of Enver’s High Performance, Energy Efficient Windows | |
| I will educate you and let you choose the path that fits you best. | |
| What it really comes down to is timing and if we can help each other stay on budget. | |
| CONCEPT COMMITMENT | |
| But first, let me ask you: How does the idea sound of having HIGH PERFORMANCE, ENERGY EFFICIENT WINDOWS that will be both worry free and maintenance free for as long as you own your own home? | |
| The reason I ask is I originally asked for 5 or 10 min and took that time up, so at this point I only want to be here if you want to hear more about how to accomplish that. Sound fair? | |
| Great. Let me step out and grab my laptop. | |
| And once we give them an estimate and they had an opportunity to speak with you to verify those results, do you think they would hesitate to do business with us at that point? (NO) |
Created by:
paulgrossi
Popular Business sets