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83 % closing ratio
Mentoring, Marketing Tips, SEPTENBER 20250

83 % CLOSING RATIO ON CUSTOM CLOSETS

Yes, I said an 83% closing ratio. How did we do that? Not as tricky as you think.

  1. Most of the time, the potential customer called our company because of an ad we ran or a referral from a previous job.
  2. We taught our sales personnel how to “walk through the home.” Most in-home sales start with a conversation at the kitchen table. Therefore, you are following the homeowner from the front door into the kitchen.
  3. Look at family pictures you see along the way. These types of things are how you achieve an 83% closing ratio.. You know how tall you are, and you see at least one homeowner and compare your height to the homeowner’s. In most cases, you are talking with the wife. However, by seeing family photos, you can guess the height of the husband.
  4. Therefore, by doing this, you know approximately the size of the clothing that person wears (always err on the small side).
  5. Notice how you or your partner hangs the clothes up. Notice the way the buttons are facing to the right or the left. That will give you a hint whether the person is right-handed or left-handed. When you tell the homeowner that she is right-handed, it is a surprise to her that you know that. Remember, 88% of people are right-handed, which is a surprising statistic that often shocks the person. We could own the big house in the neighborhood if we went to Las Vegas with those odds in our favor.

Guessing Also Works Well

  1. However, you can make a reasonable guess at the spouse’s shirt size or especially suits, and they will be amazed at your knowledge. Your knowledge is what sets you apart from your competitors.
  2. When I open the closet door, I always step back one step and say, “I see why you called me:”. The visual of stepping back one step is impressive and has increased our closing ratio tremendously. You are just verifying the problem that the homeowner called you to help solve.
  3. We always kept track to see what works best. The step back is monumental in the homeowner’s eyes.
  4. In summary, how can we determine the effectiveness of that little step?

Learn From The Homeowners

Get our FREE ebook, 15 Minute Guide to More Profits, and see page two to see how to increase your annual sales by 10%. This has worked for over 15 years for many of our members. Yes, I said 15 years. www.moremonthlyprofits.com

Good selling,

Bernie Mexicotte from Creative Closet Designs