The sale doesn’t end when they say “I need to think about it.” That’s the moment it actually starts. Because what they’re really telling you is the trust isn’t there yet. Answer the questions up front, and when that’s not enough, keep building it: follow-up appointments, regular check-ins, going above and beyond. Persistence with care beats pressure every time.

the moment that the homeowner says I just need to think about it, the sale is not over, it's actually just beginning. When the homeowner says they need to think about it, more often what they're saying without saying it is I still don't trust you. I still am not sure that you have presented the solution that I want to make in my home. So how do we combat that? One is getting ahead of it on the front end and making sure that we answer all the questions, we address all the concerns and we make sure that this is the right solution for that customer. However, if we don't do that, what we have to do on the back end is continue to build trust. So that could be setting up a follow-up appointment. If you need to think about it, when would be a good time to follow up and come back out to go back over the options and any questions that you have? The next piece would be having regular check-ins and scheduling time to check back in. How do we continue to build trust when a consumer is still uncertain about the resolution? We do that by being on top of it, showing them that we care and that we want to help them and continuing to go over and above to make sure that they understand that we're the right company for the job.