Jim Johnson reveals a single installation component that can lift close rates from 25-30% to the 40s. He stresses storytelling: sharing client stories about how installations outlasted competitors' during storms helps prospects see themselves avoiding problems others face.
Just this one component right here takes clients that are 25%, 30% close rates all the way up into the 40s, 45, and even plus that if they do it well and combine it with everything else. So this unique install is super important. It starts to create a bit of a story and a vision in their head of what this whole thing is going to look like. And we want to tell those stories about why other clients chose it. And what happened after a storm after we installed it this way and how ours held up when everybody else's failed. Those types of stories are going to really drive home the point and allow that client to see themselves in the future, not having to deal with a problem when everybody else had to deal with a problem.
