Taking customers to visit completed projects will cut into your day. Dave Brandenburg, president of Brandenburg Pool, Remodeling and Repair Inc. in Phoenix, uses the steps below to ensure he’s investing his time in clients who are most likely to buy.

1 Talk to the decision-maker. In a traditional couple, the woman usually is most influential when it comes to colors and a vision for the backyard. Still, both parties should be present when you’re gathering information.

2 Do as much legwork by phone as possible. Ask the customer to visit your store first to peruse photos and select various products.

3 On a remodel, visit the pool. That way, you can gauge what the client wants to accomplish. This step allows you to see the pool’s current interior color.

4 Cut your travel time. Select a geo-graphical area close to the customer’s home, then set up the appointment(s).