Step 2

Question 1

What is the name of Step 2?

Answer 1

Become the Expert

Question 2

What is the purpose of Step 2?

Answer 2

Become the Expert

Question 3

What is the action of Step 2?

Answer 3

Sit at the kitchen table

Question 4

What are you actively doing while at the table?

Answer 4

Asking the questions on the survey sheet. Nebulous, or Shopper

Question 5

What is the difference between Nebulous and Shopper?

Answer 5

Nebulous was contacted by HPA, and “They don’t know what they dont know”, your only competition is their current windows, they are not comparing products or prices currently.

Shopper likely contacted HPA themselves, “They think they know, what they don’t know”, They are likely shopping for different companies, and have had other quotes, they’re semi-aware of how their windows function, and they have a general idea of what they want within their new windows

Question 6

What is the bridge between Step 2 and 3?

Answer 6

Say “Great! Let’s all go outside and take a look at your windows”