The Essentials of a Confirmed Appointment

One of the frequent missteps that occurs in home improvement companies involves confirming set appointments. The importance of speaking to the prospect in advance is to check their availability; however the call should always be presented to the prospect as a reminder instead of a confirmation.

First, lead with evidence of previous conversations that the prospect has had with your company. Next, make sure that you re-affirm the appointment so that they remember why they wanted you to come to their house in the first place. Finally, before issuing the appointment, confirm and document:

  • The names of all owners, decision-makers and relationship influencers.
  • The dissatisfaction motives and design features.
  • Any other essential information: address, home & work phones, email addresses, etc.

If they attempt to reschedule or cancel the appointment remember that cancellations are normally stalls, misrepresentations, memory lapses or unrelated emotional issues. The next step will be to express disappointment and ask when they want to reschedule. The three steps to re-sell the appointment are as follows:

  1. Tell them you’ve canceled the appointment.
  2. Ask if they remember why we were visiting.
  3. Revisit the problem. Resell the value.

Cancellations are going to happen, however your staff must be trained to properly re-set the majority of these appointments in order to have an efficient marketing department.

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President
Solarshield

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