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.

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

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

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

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

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

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 want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

I’ve had the privilege of using Dave Yoho Associates consulting services for the last three years. It’s by far the best single business decision I’ve made. Their structure, training, and business coaching are second to none.

Michael James, CEO
Classic Exteriors

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

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