Thinking of convincing the homeowner that you are the right contractor for the window replacement project? Make sure that you are prepared to demonstrate that you have the knowledge to evaluate the problem correctly. The customer wants and expects to perceive this quickly or you will not be selected for the follow-up. So, to ensure your business is the one selected for that coveted follow-up session, it is critical to showcase your knowledge and experience, the two fundamental factors that say you will make the right evaluation.

As a home improvement contractor, showcasing your knowledge must be a systematic process; your information must be out there in front of your targets telling your stories. It "pays" to be bold, it must be why you are contacted in the first place. The introduction of search engines and social media into the marketing mix has made it easier to achieve this at cost effective levels compared to traditional media. Indeed, a home improvement client knows that selecting the best-fit contractor could worth thousands of dollars in making that right choice the first time. Is the home drafty and uncomfortable because of the 7-year old replacement windows or is it because of air leaks and insufficient insulation through the building? The homeowner wants to believe that you understand the problem therefore you must convince her by being believable and credible. In truth, your face to face presentation with the client must validation you and your service for doing so you will be perceived as having the expertise to make the right evaluation.

Likewise with poise and confidence communicate your passion for what you offer by vividly highlighting relevant experiences that match your story. This is your chance to propose solutions and stress benefits. You must demonstrate through work samples and referrals that she is not the only one with this problem and that you have solved it before. I recommend, be bold in presenting your credentials particularly evidence of professional training, length of time in the field and prestigious clients with whom you have done business, this will serve to prove your commitment and validate your experience. Again, making the right evaluation is the credibility you create in the mind of the homeowner.

The correct evaluation will help you convince the home improvement client that you are the right contractor for the job, However, to create this perception you must confidently showcase your knowledge and experience, be bold for there is no way around this.

David H. Allen is a recognized expert in building exterior and energy efficiency home improvement in the Boston market, he is the CEO of Caledonia Construction a company he co-founded in 2002. Under his leadership Caledonia Construction has developed into a leading building exterior and home performance improvement brand in Massachusetts. To discover more about Caledonia visit http://caledoniaconstruction.com/main.html



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