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7 Tips On How To Spot & Close Tire Kickers Home Improvement Edition

Tire kickers are potential customers who are interested in your product or service but just can’t seem to actually close the deal.


Tire kickers, or window shoppers, are those looky-loo customers who often aren’t ready to convert and make a purchase.


If someone is knocking at your door, then you want to do everything you can do to seal the deal.


To help you with those hard-to-close leads, here are 7 tips to spot tire kickers and some advice on how to close them!



 

7 Tips for Spotting Tire Kickers And How to Close Them


Tire kickers exist in every industry, including the home improvement business, and there are tried-and-true ways of identifying these potential customers and successfully converting them.


Here are 7 indicators of a tire kicker, and tips on how to close them.




1. They Keep Asking For Deals


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A lead who regularly comes around asking for deals may be scouting and trying to take advantage of your company.


OR, they could genuinely want a deal on your services for a number of valid reasons.



Shopping with a new contractor for a select service is often difficult. How is a prospective client supposed to know if the work will be high-quality and whether or not the contractor will be reliable?


Offering an introductory discount can be a great way to reassure these new customers that you are reliable and trustworthy.


After the introductory offer, you can easily determine if someone is in for the deal or if they sincerely aren’t sure about the purchase.


Those who regularly ask for deals could still work out in the long term, but obviously, your guard may be up when you start working with them.


How To Close: For those who genuinely want a deal, offer them financial support, introductory rates, and free assessments so they get to know you and meet you first.




2. They’ve Made An Appointment But Cancelled


As a home improvement contractor, you try to fill up your schedule so that you have services booked and ready to go. But if you’ve made an appointment (or multiple appointments) and the client has continually canceled on you, you may be dealing with a tire kicker.


Canceled appointments can be frustrating because they are taking up your time, energy, and mental space. They could also be taking appointments from other customers too!


How To Close: Always call your clients when they cancel. Depending on the severity or frequency of the cancellation, you could ask for payment upfront. That way you can still get paid for clients who cancel with no notice.




3. They Sent An Email Asking Questions, But Failed To Respond


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Sometimes you’ll get online window shoppers looking around for the next best home plumbing repair.


But if the email is vague or you respond with no answer, then you’ve got nothing but a window shopper.


Luckily, an email can turn into an effective lead. Be smart about how you respond to this lead, though.




If you immediately spam them, they may go in right away and unsubscribe. Be patient with these tire kickers, and then slowly but surely fill their email inbox with well-time emails.


How To Close: File this client in your client relationships manager (CRM) system as a slow-building lead. Send them email marketing campaigns slowly over time that educate about your services and provide well-timed deals for first-time clients.




4. They Have An Item In The Cart, Just Sitting There


If you have a sales funnel where clients can book services, and appointments, or buy products online, then you’ve likely come across cart abandonment. Abandoned carts happen a lot online and finding ways to stop them can be a challenge.


There are a number of reasons why the cart is abandoned, including high prices, lengthy check-outs, high shipping costs, or too many options.


The best way to stop this tire-kicker is to optimize your sales process. You’ll have to identify the most common reasons for the hold-up and then optimize it.


How To Close: Go through the sales process yourself to identify key hang-ups. This is called optimizing your sales funnel. If you’re asking for a lot of information, then this could be a turn-off. Make sure there are only a few fields to complete and allow guest checkout. Then compare your prices so that you know you are offering a competitive but reasonable price.




5. You Notice A Lot Of Visitors On Your Site But Not A Lot Of Conversions


You may be getting a lot of your sales from online visitors, and the defining characteristic of an online tire kicker is someone who visits your site but doesn’t take action.


Lots of organic visitors are good, but if you aren’t getting a lot of conversions, then something else is up.


Try to identify what it is about your website that is turning people away. You may need to re-optimize your website based on your geographical location, for example, or to adjust your services.


How To Close: Perform a site audit and double-check where you’re pulling visitors from and the primary keywords that are bringing them in. Then optimize your website based on these results. You can also tap into certain demographics, keywords, and markets, and add Calls to Actions (CTAs) on your website to convert these looky-loos.




6. They’ve Commented or Messaged You On Social Media


Some sales avenues start on social media. But if you’ve got a lot of people commenting on your social media accounts or sending you PMs without additional actions, then you’ve got a lot of social window shoppers.


Consider hosting a social media giveaway that will at least encourage your followers to move along to the next stage of the funnel.


Encourage giveaways that get visitors to your page or sign up for your email newsletter.


How To Close: Target your social media accounts with giveaways, discounts, or small perks (like 10% off code for new email sign-ups) so that they move on to the next stage of the funnel. You could also offer social media-only discounts!




7. They Said “Yes!” But You Haven’t Sealed The Deal


Surprisingly, there are a lot of people who say “yes, yes, yes” up until the point where they purchase or complete the service or, even worse, they walk away.


This can be one of the most frustrating tire kickers because they’ve seemed so agreeable during the entire process.


Unfortunately, the best remedy for this type of tire kicker is patience. Chances are you have emailed them quite a few times already asking them for payment or to finally get started.


There is usually a good reason why they have ignored you or continue to put off the agreement, and they will continue to do so the more you pester them.


Keep them top of mind, but ease up on the email interaction and phone calls. You’ll want to focus your attention on other leads and pre-existing clients.


How To Close: Ease up on this tire kicker but keep them in the pipeline. You’ll want to return to them in a month or two with the same agreement, ready to go. Pretend like you’re giving them space and that the wait is not that bad. This can go either way, but most of the time, they will come back to you at their own pace.


 

Closing Tire Kickers For Good


No matter what you call them, landing those hard-to-secure leads can be frustrating. After all, we put so much time and effort into converting leads into customers, that even one or two getting away can cost us.


Here are some tips for minimizing tire kickers and understanding why they aren’t purchasing in the first place:


  • Determine why they stopped by in the first place. This can help you to identify your customers primary desires or pain points and then you can provide them.

  • Appeal to their desire of wanting a new deck, not knowing how to fix the roofing, or finding a reliable plumber to call on.

  • Reassure them with your friendly attitude and expertise.

  • Offer a one-time-only free service so that they can get a sense of what it’s like to work with a reputable contractor like yourself.


One of the best things that you can do is continue to stay with those shy leads and educate them about your services. Home improvement sales are all about the long game, but as long as you continue to offer high-quality services, your leads will continue to stay around.


We highly recommend providing high-quality, educational content in the form of blogs, emails, SEO, ads, and video content so that your potential leads know that you are here to help them rather than just get their money!


On top of that, remember to stay patient with an understanding of your leads as people. Things change, and it’s okay that they don’t go with your services.


 

Rationale


If anyone is knocking at your door, then you want to do everything you can do to seal the deal. To help you with those hard-to-close leads, here are 7 tips to spot tire kickers and how to close them.


  1. They Keep Asking For Deals: Offer them financial support, introductory rates, and free assessments so they get to know you and meet you first.

  2. They’ve Made An Appointment But Cancelled: Consider asking for payment upfront

  3. They Sent An Email Asking For Questions, But Failed To Respond: Slowly educate this client in your email marketing campaign.

  4. They Have An Item In The Cart, Just Sitting There: Optimize your sales funnel!

  5. You Notice A Lot Of Visitors On Your Site But Not A Lot Of Conversions: Perform a site audit and optimize your webpage!

  6. They’ve Commented or Messaged You On Social Media: Offer social media-only discounts, giveaways, or perks (like 10% off code for new email sign ups).

  7. They Said “Yes!” But You Haven’t Sealed The Deal: Ease up on this tire kicker but keep them in the pipeline.


 

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