With the event pitch, because you can't see their house. It opens with one upgrade question, assumes the age and material of what they named, and uses their answer to walk them into the booth — where the introduction close and a harder scrub take over. At an event, listening replaces looking.
The short answer
“Hey real quick, if you could make one upgrade to the outside of your home, what would you start with, the windows, siding, or the roof?”
The documented exterior event pitch opener — nodding while you pitch.
Whatever they pick, you assume the documented profile of it: the roof is about 20 years old or so; the siding is the older wooden or aluminum; the windows are the older wooden or aluminum. When they confirm — “yeah, something like that” — you introduce yourself, name the free estimate, and turn toward the booth. If they follow you in, they have told you they are interested; the close from there is the introduction close, and the work becomes the scrub.
How it runs
The first booth question — where are you coming from today, around this area? — is marked in the training as very important for two reasons: it warms the conversation up, and it tells you whether you can even visit the appointment. A homeowner from outside the service area gets found out in the first minute, not after twenty minutes of pitching.
Then: how long have you owned the home — warm-up and information in one question — and paint the picture: the rep comes out, takes a look at everything, answers every question, and leaves the measurements and the numbers in writing, honored when they're ready. Then the transition to the pad, and the scrub.
Go deeper
Spar trains the documented sequence, step by step, and grades what you actually ran. Round 1 is free. Spar before you knock.