The Ultimate In-Home Consultation Checklist for Window Covering Dealers

A great in-home consultation doesn't start when you ring the doorbell — it starts the day before. Top window covering dealers follow a consistent process for every appointment, and that consistency is what drives higher close rates. Use this checklist to make sure you never miss a step.

Phase 1: Pre-Appointment Preparation

What you do before you arrive often matters more than what you do during the appointment. Preparation signals professionalism and lets you hit the ground running.

The Night Before

• Review the lead details. Re-read any notes from the scheduling call. What rooms are they interested in? Did they mention a budget range or timeline?
• Research the home. Look up the address on Google Maps or Zillow. Understanding the home style (modern, traditional, farmhouse) helps you pre-select relevant samples.
• Prepare your sample kit. Don't bring everything — bring the right things. If they mentioned a nursery, bring blackout cellular samples. If it's a new build with large windows, bring motorized options.
• Confirm the appointment. Send a brief text or email: “Looking forward to seeing you tomorrow at 2 PM! I'll have some great options to show you.”

Day-Of Prep

• Check your tools. Tape measure (25 ft minimum), notepad or tablet, calculator, order forms, business cards, shoe covers.
• Dress appropriately. Clean, professional, but not overly formal. You're entering someone's home — look trustworthy and approachable.
• Arrive 2–3 minutes early. Not 15 minutes early (that feels intrusive), not late (that kills trust). Right on time.

Phase 2: The First 10 Minutes

The opening of your consultation sets the tone for the entire visit. This is where you build rapport and establish yourself as an advisor, not a salesperson.

• Greet warmly and offer shoe covers. This small gesture shows respect for their home and sets you apart from competitors.
• Compliment something specific. The kitchen renovation, the hardwood floors, the natural light. Be genuine — homeowners can spot a canned compliment.
• Set the agenda. “Here's what I was thinking for today — I'd love to walk through the rooms you're considering, understand what's most important to you, take some measurements, and then show you a few options that I think would work perfectly. Sound good?”
• Ask who's involved in the decision. If the spouse is present, include them from the start. If they're not home, ask whether they need to be involved. This prevents “I need to talk to my partner” later.

Phase 3: Discovery and Room Walk-Through

This is the most important phase. Walk through each room with the homeowner and gather the information you need to make a tailored recommendation.

• Ask about each room's purpose. A bedroom has different needs than a kitchen or living room. Privacy, light control, humidity, and aesthetics all vary by room.
• Identify pain points. “What bothers you about the current treatments?” or “What would make this room feel more comfortable?”
• Note window details. Size, shape, depth, proximity to walls or obstacles. Measure carefully — bad measurements mean costly remakes.
• Listen for upgrade triggers. Phrases like “hard to reach,” “smart home,” or “we just renovated” are openings for motorization and premium products.
• Take photos (with permission). They help when writing up the order later and reduce measurement errors.

Phase 4: Product Presentation

Now that you understand their needs, present solutions — not a product catalog.

• Start with the best option. Anchor high. Show the product that perfectly solves their stated needs, then offer alternatives at different price points.
• Hold samples up to the window. Let them see it in their own light, against their own walls. This is your biggest advantage over online retailers.
• Connect every feature to their words. “You mentioned the afternoon sun is brutal in here — this cellular shade has the highest insulation rating in our lineup.”
• Show, don't tell. If you have motorized samples, let them press the button. If you have fabric books, let them feel the material. Engagement creates ownership.

Phase 5: Pricing and the Close

Present pricing confidently. If you've done the discovery phase well, the homeowner already understands the value.

• Present the total, not the per-window price. Breaking it down by window invites line-item negotiation. Present the whole project as a package.
• Offer financing if available. “A lot of our clients use our 12-month financing — it makes it easy to get exactly what you want without compromising.”
• Ask for the sale. “If you're happy with everything, I can get this order placed today and you'll be on the installation calendar within a few weeks.”
• Handle objections with empathy. Don't argue. Acknowledge, clarify, and redirect to value.

Phase 6: Post-Appointment Follow-Up

Whether you closed the deal on-site or the homeowner needs time, your follow-up can make or break the sale.

• Send a thank-you within 2 hours. A brief text or email: “Thanks for having me out today — I think the roller shades are going to look amazing in your living room.”
• Include a written quote. Even if you quoted verbally, send a professional PDF or email summary. It makes you look organized and gives them something to reference.
• Follow up at 48 hours if no decision. One check-in, not a pressure call. “Just wanted to see if any questions came up after our visit.”
• Review your own performance. What went well? Where did the conversation stall? The best consultants treat every appointment as a learning opportunity.

Your Secret Weapon: Consistent Self-Review

The consultants who improve fastest aren't the ones with the most experience — they're the ones who review their performance after every appointment. Whether you record your consultations for later review or use AI-powered coaching tools, the feedback loop is what turns a good checklist into a great close rate.