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.

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

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

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

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

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

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

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

Your consultant introduced many thought-provoking, exciting concepts that were implemented and drove our net profit. We look forward to a long and prosperous relationship with Dave Yoho Associates!

Mark Watson, Owner
Exterior Medics

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