In this masterclass series, we went over the 7 figure sales system we use to scale hundreds of fence and deck companies across the country. This system can be used for most home service companies as well.

In the competitive world of fence contracting, closing sales with homeowners during on-site estimates is crucial for achieving significant revenue growth. Our 7-Figure Sales System is designed to help you streamline your sales process, boost your closing rates, and elevate your business to new heights.

This system comprises six crucial steps: Building Rapport, Project Walkthrough, Needs Assessment, Present the Product, Handle Objections, and Close the Deal. Let’s dive into each step and explore how you can implement them to grow your fence company by selling services directly to homeowners.

Step 1: Building Rapport

The foundation of any successful sales interaction is building rapport. This step is crucial because it establishes trust and sets the tone for the entire sales process. When a homeowner feels comfortable and connected with you, they are more likely to be open and honest about their needs and concerns.

How to Build Rapport:

1. Genuine Interest: Show genuine interest in your client’s needs and concerns. Ask questions about their project, listen actively, and respond thoughtfully.
2. Personal Connection: Find common ground to establish a personal connection. This could be anything from shared interests to local community involvement.
3. Professionalism: Maintain a professional demeanor while being approachable and friendly. Your expertise and confidence should shine through without being overbearing.

Step 2: Project Walkthrough

Once you’ve established rapport, the next step is to conduct a thorough project walkthrough. This involves visiting the site, understanding the scope of the project, and gathering all necessary information to provide an accurate estimate.

How to Conduct a Project Walkthrough:

1. Detailed Inspection: Carefully inspect the site, taking notes and measurements. Pay attention to any potential challenges or unique features of the property.
2. Client Collaboration: Involve the homeowner in the walkthrough. Ask questions about their vision, preferences, and any specific requirements they may have.
3. Document Findings: Document all findings meticulously. This information will be crucial for the next steps in the sales process.

Step 3: Needs Assessment

The needs assessment is where you delve deeper into understanding your client’s specific needs and pain points. This step ensures that your proposal is tailored to meet their expectations and solve their problems.

How to Conduct a Needs Assessment:

1. Ask Probing Questions: Ask open-ended questions that encourage the client to share detailed information about their needs and concerns.
2. Listen Actively: Pay close attention to their responses, and take notes. Show empathy and understanding, and validate their feelings.
3. Identify Pain Points: Identify the homeowner’s pain points and priorities. This will help you position your service as the ideal solution.

Step 4: Present the Product

With a clear understanding of your client’s needs, it’s time to present your product or service. This step involves showcasing how your solution aligns with their requirements and highlighting the unique benefits of choosing your company.

How to Present the Product:

1. Tailored Presentation: Customize your presentation to address the specific needs and pain points identified during the needs assessment.
2. Highlight Benefits: Focus on the benefits of your product or service. Explain how it will solve the client’s problems and enhance their property.
3. Visual Aids: Use visual aids such as photos, videos, or samples to make your presentation more engaging and convincing.

Step 5: Handle Objections

Objections are a natural part of the sales process. Addressing them effectively can make the difference between a lost sale and a closed deal. This step involves listening to your client’s concerns and providing clear, concise responses.

How to Handle Objections:

1. Stay Calm: Remain calm and composed when faced with objections. View them as opportunities to provide more information and build trust.
2. Understand the Objection: Ask clarifying questions to fully understand the client’s concern. Is it about price, timeline, quality, or something else?
3. Provide Solutions: Offer solutions that address the objection. For example, if the client is concerned about price, explain the value and long-term benefits of your product.

Step 6: Close the Deal

The final step in the 7-Figure Sales System is closing the deal. This is where all your efforts culminate in securing the contract and moving forward with the project.

How to Close the Deal:

1. Recap Benefits: Summarize the key benefits of your solution and how it meets the client’s needs.
2. Ask for the Sale: Confidently ask for the sale. Use a direct but polite approach, such as, “Shall we move forward with the project?”
3. Address Final Concerns: Be prepared to address any last-minute concerns or questions. Reassure the client and provide any additional information they may need.
4. Next Steps: Clearly outline the next steps, including timelines, payment terms, and project milestones. Ensure the client knows what to expect moving forward.

Implementing the 7-Figure Sales System can transform your fence company by streamlining your sales process and increasing your closing rates. By building rapport, conducting thorough project walkthroughs, assessing needs, presenting tailored solutions, handling objections, and confidently closing the deal, you can achieve remarkable success. Remember, consistency and persistence are key. Continuously refine your approach, learn from each interaction, and strive to exceed your clients’ expectations. With dedication and the right sales system, your fence company can reach new heights and achieve 7-figure success.