Show Customer Consideration Through These Ways

There is a tremendous amount of time, thought and planning that goes into home projects – both from your end and from a homeowner’s. It’s helpful to understand customer expectations based on the type of work you do. It can help with communication and can ultimately assist you in winning leads.

What is job consideration?

Job consideration is the amount of time, thought and planning that goes into a project. There are three types of projects:

Low consideration
Medium consideration
High consideration

What is the difference between a low, medium and high consideration job?

There are four ways to figure out which kind of job this is: Cost, sales cycle, duration of the project and the customer’s reason for booking the job.

Low Consideration Jobs:

Cost: Less than $1,000
Sales cycle: More than 1 month
Duration: 1-4 days
Customer needs, rather than wants the project

These tasks include repairs, maid service, lawn care, pest control and appliance installation. Time and customer service are most important in low-consideration tasks.

Medium Consideration Jobs:

Cost: $1,000-$10,000
Sales cycle: 1-6 months
Duration: 1-2 weeks
Customer grudgingly books the job

These tasks include painting, roofing, window upgrades and HVAC work. Cost and the value of the job for the money are most important in medium-consideration tasks.

High Consideration Jobs:

More than $10,000
Sales Cycle: Less than 6 months
Duration: 1-3 months
Customer wants, rather than needs, this project completed

These tasks include additions, remodels, custom home upgrades, pools and extensive landscaping. Quality of work is most important in high-consideration tasks.

Why do I need to know what kind of job consideration my work is?

Knowing job consideration type allows you to adjust the way you talk to customers and can help you win leads. There are three main ways to emphasize the importance of your work to customers:

Time
Cost
Quality

How can I use job consideration to win a lead?

Based on the type of work you do, you can emphasize one of the three types of importance to help you win a lead.

Time and customer service needs are most important for low consideration tasks. If you primarily do low consideration tasks, consider mentioning to a homeowner how you will assist them in a timely manner, and make sure to practice great customer service, not just in initial conversations, but those following.
Cost and value for money needs are most important for medium consideration tasks. When talking to a homeowner, consider touching on how much value your work will provide the customer. If possible, offer seasonal discounts or deals to help you win the lead.
Quality of work is most important for high consideration tasks. If you specialize in high consideration work, it’s helpful to be able to showcase the high quality of work you’ve done in the past. You can do this through prominent placement of positive reviews, high quality before and after photos, and a thorough explanation of the craftsmanship that goes into the project.