Organizing Home Show Leads
by John Glickman

With the advent of the spring season, it’s time to get ready for the Home & Garden
Shows in your area. One good Home Show can result in enough leads to carry
your business right into summer. However, unless you come up with a system
to qualify all those leads, you could wind up spending more time appointment hopping
than money-making. So, how do you weed out the lookers from the buyers? Here's one alternative....

Rather than use a legal pad at your show booth for prospects’ names and numbers,
create a Prospect Information Form. It should be a simple form that either you or
the consumer fills out while visiting your booth. Besides the obvious Name, Address
and Phone information, equip your Prospect Information Form with questions that will really help you qualify them.

For instance...
1. Area to be reconditioned?
Approximate size:

2. Is your garage a one, two or three car
garage?

3. Do you consider your driveway to be
long (4 car lengths or more), or short (3
car lengths or less)?

4. What is the condition of the existing
concrete?
A. Good to some light cracking ?
B. Several large cracks?
C. Very poor condition?

5. On a scale of one to ten (ten the highest),
how high a priority is your concrete
refinishing project?

6. Besides CTi, what other alternatives
have you considered for the project?

7. Is someone at home during the day incase
we have a cancellation and can get to
you sooner?

8. When would you like us to contact you
for an on-site appointment?
A. Immediately
B. 2 - 4 weeks
C. 2 - 4 months
In terms of qualifying your prospects, questions 6, 7 & 8 are the important ones.
You might argue that question 5 is as important, but the answer to question 8 is
the true answer to question 5. By using two questions aimed at the same objective, you can get very precise with your qualifying. Once you've got your Prospect Information Form looking the way you want it, run on down to Kwikie-Print and have them make up some pads for you. By now you should get the picture. Remember, with potentially hundreds of Home Show leads you've got to be able to qualify them. No reason to
waste your time following up with folks who aren’t serious about their prospective CTi work. By creating your own Prospect Information Form you will both look more professional and be able to follow up in the most profitable manner.