Pre-Sales Call - Creating a WARM Sales Call Approach

The warm sales approach is about educating a client before we arrive for our site evaluation and sales call. We can develop this best practice to get a client engaged and educate them on a variety of ideas that position our company as the company of choice.

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The Preliminary Email - Pre-Sales Call - Setting Expectations

Use this format to construct an email for your firm, and send this out as part of lead coordination to all clients. The basis of this is to create a question for a homeowner: Would you like to know what to expect? As an answer, you send the formatted email, and you'll have achieved trust before your call by delivering on your company's first promise. The email also serves to clarify many aspects of what will occur, from which attendees and decision-makers will be present to timing, appointment confirmation and preparation. Most importantly, we send additional supporting PDF's that teach a client about how to choose a company and how to buy a total comfort system.

1 Page Document

After the Sale Processes - Survey, Walk-Through Inspection, Thank You, Reviews

The after-the-sale survey is a key area to gain feedback from a client that is directly related to the customer experience. In addition, we are going to ask for a review to be written and facilitate that process with our sales professional while the client is happy about our installation and it's fresh in their minds.

2 Page Document

23 Questions To Ask About Choosing a Contractor

Use this file to set your company apart in it's brand promise. We send this out in advance with the pre-call e-mail to a client and ask the customer at lead coordination, do you want some additional information to help you make the most informed choice for your home? The answer is always yes, we collect the email, archive the database, and then send them these files.

3 Page Document

Lead Coordination Form

Use or edit this as a ready-to-go lead coordination form.

1 Page Document

How to Buy a System Pre-Call Email Support

Use this PDF as an example of how to educate a client about the industry, application, duct systems, airflow, the questions to ask all companies, financing, and essentially outline all the value proposition questions you would want them to ask your company to justify your price versus a lower priced competitor. Create your own email PDF to attach to the preliminary sales call e-mail sent to clients at lead coordination.

15 Page Document

Gift After the Sale Deliverable

A gift and thank you is often a great metaphor for how the customer will be treated over time. A sales with no follow-thorough portends a love them and leave them attitude, where as a follow-up process with a gift, and a thank you card makes the client feel as though you are more professional. Choose a gift that will last, and be sure to send a written out thank you card - and this also applies to all service technicians on service calls. Brand development never stops.

After the Sales Thank You Card Sample

Thank you cards work! Period. A Hand written note is a gesture that says you took the time to think of someone, and you wrote something meaningful, the more personal from your call the better. Integrate a thank you card in all sales procedures whether you make the sale or not. Take notes in the sales process both as a tech and a sales professional, and use those to remind the client you are a great business. Write the note after the call so you don't forget and stage it for mailing later.

2 Page Document

Close-Out Voicemail Scripts

This document has sample scripts for a Comfort Advisor to use when trying to get a resolution on an open lead that is not being responsive.

1 Page Document

Lead Follow-Up Call On Unsold Quotes

This document gives examples of follow-up call scripts that a comfort advisor or inside sales team can use when a lead has not been sold.

4 Page Document