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I spent a little time on the phone with a remodeler down south recently.

He went to a home show last week \\u2013 generated 24 leads \\u2013 and is struggling to qualify them and have control of the initial phone call with a new prospect.

Here\\u2019s a list of some initial phone call best practices I shared with him that he found helpful \\u2013 I hope you find them helpful as well:

1. First things first \\u2013 pull out your\\xa0Project Discovery Sheet. Have a process. Have the questions you want to ask in front of you. Not so that you sound scripted at all, but so that you have a process to follow.
2. Be\\xa0100% focused on the call. Don\\u2019t be multi-tasking. Don\\u2019t be driving. Be 100% into it. Smile (yes \\u2013 you can \\u2018see\\u2019 that smile through the phone.) Be friendly and up-beat.
3. Set the expectation of\\xa0how long the call will last. \\u2018Do you have 10-15 minutes to talk about your project?\\u2019 If your initial phone call is lasting\\xa05 minutes \\u2013 you aren\\u2019t asking enough questions.
4. Ask a lot of questions\\xa0about their project \\u2013 enough so that you have a clear picture of the project in your head. And, in turn, have some other projects you have completed that are very comparable in size and scope.
5. Later in the phone call \\u2013 and if/when you have a clear picture of the project in your mind \\u2013 Ask them,\\xa0\\u2018How much are you looking to invest in this project?\\u2019 Most likely they will say \\u2018I don\\u2019t know.\\u2019 You can reply with, \\u2018based on my experience and projects that are very similar to yours \\u2013 depending on a lot of factors and selections \\u2013 you are going to looking at investing between $________ and $________.\\xa0How does that sound to you?\\u2019\\xa0(and then be quiet)
6. If you are still feeling like it is a good project for you \\u2013Lay out your process for them. Let me know that you\\u2019d love to come out and meet them and see the space that needs to be remodeled. And then explain the next few steps of \\u2018This is how we work\\u2018 to them. Explain what you\\u2019ll do in the initial in-person meeting\\u2026 that you will book the second in-person meeting before you leave the first meeting. Explain your design agreement if you do that.\\xa0Educate them on the process.
7. Track how they found you. Keep your pipeline up-to-date. Add this lead to your CRM system or spreadsheet or whiteboard \\u2013 whatever you use.\\xa0
8. Send a nice\\xa0professional email\\xa0between the initial phone call and first in-person meeting.
9. Always seek to improve this initial phone call!\\xa0This is an extremely important part of your process. The better you get at it \\u2013 the more success you will have with turning that lead into a paid project.
10. At the end of the phone call \\u2013 write down a quick \\u2018What worked? What didn\\u2019t work?\\xa0Always be improving, trying new things, and learning.

Reach out if you have any questions: www.RemodelYourMarketing.com