The 4-Step Sales Process Every Contractor Should Use (If You Actually Want to Get Paid)

Written By Chris o

Starting out as a contractor? Let me guess—you’re great at the work, but the “selling” part feels awkward, confusing, or like it takes too much time.

Been there.

What changed everything for me? A simple 4-step sales process I now teach inside my RemodelXP course. It helps you stop wasting time on flaky leads and start closing jobs like a pro—even if you’re just getting started.

Let’s break it down.

🧲 Step 1: Attract

You can’t sell anything if nobody knows you exist.

Here’s how beginners can start strong:

  • Claim your Google Business Profile

  • Post job pics on Instagram or Facebook

  • Ask past clients for reviews and referrals

  • Set up a simple lead form (Google Form, Squarespace, etc.)

The goal here isn’t to go viral—it’s to get just a few legit leads that actually want work done.

🧠 Step 2: Prequalify

This step will save you hours—and your sanity.

Before you ever drive to a site or open your calendar, ask:

  • “What’s your timeline?”

  • “Have you worked with a contractor before?”

  • “Do you have a rough budget in mind?”

  • “Who else is involved in the decision?”

If they ghost, can’t give answers, or say they’re “just getting quotes”—move on.

This filters time-wasters and positions you as a pro, not a handyman chasing work.

👷 Step 3: Consult

This is your time to shine in person or over a call.

Here’s how to win the consult:

  • Show up early, clean, and confident

  • Ask more questions than you answer

  • Show real interest in their pain points and goals

  • Share relevant past work or photos

  • Leave them with a clear next step

Stop trying to “pitch.” Start listening. That’s what sells.

📑 Step 4: Close

This is where most contractors fall off—they send a lazy, vague quote and wonder why the job goes cold.

Not you.

Here’s what your proposal should include:

  • A clear scope of work

  • Estimated timeline

  • Simple payment schedule

  • A strong call to action (“To get started, send a deposit and signed proposal”)

Use a clean Google Doc or template. Make it easy to say YES.

Bonus: Want My Proposal Template?

If you want to shortcut the process, I’ve included my plug-and-play proposal template, prequalify script, and job checklist in the RemodelXP Course.

📥 [Grab the free checklist here] and I’ll send you all the tools I wish I had when I started.

Chris o