If there’s one thing we’ve learned from managing thousands of homeowner conversations, it’s this: a great outreach process with a solid contractor follow-up script closes more home improvement projects.
But the funny thing is, these are the exact areas where many contractors fall short. They wait too long to respond, they don’t know what to say, or they just give up too early.
I’m Martin Walsh, Director of Call Center Operations at HomeBuddy, and our call center works closely with homeowners every day. Over the years and through some serious trial and error (sometimes painful!) our team has learned how to book contractor jobs at a high rate.
We know what turns objections into appointments and what causes leads to disappear or worse… to become customers for the competition! Whether you’re doing your own contractor lead follow-up or managing a small team, here’s how to close more jobs.
Why Homeowners Say “Not Yet” (and What They Really Mean)
The bottom line is, you want to increase your home improvement lead conversion, the first step is remembering that when a homeowner says, “Let me think about it,” or “Can you call me back?”, that’s rarely the full story.
Here are some common reasons leads give to avoid a direct discussion about moving forward with an estimate or project and what may actually be going on:
These answers shouldn’t be treated like ‘dead ends’, they should be looked at as invitations to ask better questions, keep the conversation going and build trust until you get to a place where the homeowner is really ready to ‘talk turkey’.
What the Best Pros Do Differently
Contractors who close tons of projects don’t just follow a script, they lead the conversation. They also tend to listen more than they talk, so they can provide the right answers and information. They pay attention to hesitation and when it happens. And they never think the first objection means it’s game over.
Here’s what we see from the best converters in our call center and other pros who consistently turn prospects into new customers:
It’s not about convincing or ‘selling’. It’s about connecting and offering the homeowner what they are looking for in the first place - getting the project they inquired about done!
What Not to Do in Your Follow-Ups
Even the best intentions can lead to poor results if your follow-up strategy isn’t on point.
Homeowners are bombarded with marketing messages daily by phone, email and when they’re out and about. If your outreach is vague, delayed or repetitive, you’ll get ignored. What’s even worse? You might sound like every other contractor they’ve talked to!
To stand out (in a good way), you need to avoid the habits that say "I'm just checking a box on a list."
Avoid these common mistakes:
Your goal is to show you are really interested in and care about their business.
Building a Follow-Up Strategy That Works
Following up without a plan is like showing up to a job site without your tools! You need a process that’s consistent, respectful of the homeowner’s time and a sales script for contractors that moves the conversation in a direction that works for both you and your prospect.
Here are some tips to build an effective follow-up system:
Your Follow-Up Playbook: What Actually Works
These tips can be the difference between a missed job and a booked one:
Too many contractors lose great leads not because of bad timing… but because of bad follow-up habits. Most homeowners want help, that’s why they got in touch in the first place! They just need someone who makes it easy to say yes.
Want to improve follow-ups?
Download our free contractor follow-up ‘cheat sheet’ or talk to our team to learn how HomeBuddy helps pros like you book more jobs with less hassle.