SALES QUESTION For Home Improvement ??

thermax

lets say a home owner calls for an estimate for windows and after you give them the price,show them the window ect...they say this:
" we know we need windows and like yours,however, we just wanted to get an idea on cost but still need to prioritize as to which project comes first:kitchen, deck,roof,...."? whats is a good response to that?

Warren

We do kitchens decks and roofs also. let me give you a quote on those too.

J F

call 'em in two weeks

Bill Z

Some would say that it is your job to make the windows a priority before you quote the price.

When you go to the dentist, every once in a while they measure the gap between your gum tissue and the base of your tooth. The dentist or technician puts their little mask on, sticks some measuring device into your mouth and methodically goes from one tooth to the next measuring the gaps and observing the condition of each tooth in your head. They usually have one person measure and one person write down the number on your chart along with the comments from the dentist, "Hmmm that's a 3, this one's a little better it's a two, long pause... here's a 4", make sure you get that on his chart." If you are the guy sitting in the chair, what are you thinking when they prod around in your mouth? When they say you need a little extra fluoride or need a bunch of X-rays this time, how much resistance do you have? Focus and attention on the problem moves it up on your priority list.

Back to windows. Take your clipboard with a window chart and go methodically from room to room (on the inside of the house) and take at least one homeowner with you. After all, you are the professional who has come to help them solve a problem with their windows. Take the measurements, poke a small knife into the sills, look for loose pieces of putty, rope and wood. Examine EACH window just like the dentist does your tooth. Poke and prod, talk out loud as you write down things like "window #7 loose glass in bottom sash, 9" of missing putty, ropes are non-functional, sill showing signs of rot. Oooh, #8 has some really soft wood, the paint is flaking off, and it rattles like crazy".

The guy who told me this many years ago, would collect chunks of missing putty, small pieces of rope, sticks they were using to hold windows open, and all "evidence" that their windows are shot, and place them on a paper towel atop the table while he gave his presentation. Very powerful.

If you want to be the expert, act like one. Take the time to show them everything that's wrong with their windows, explain that loose putty is allowing warm air to escape from the house. Move their focus and attention to missing ropes, peeling paint, rotten sills and all the horrible things they cause...and windows will be their #1 priority so fast they can't wait to sign your order form.

It's called sales, not bidding, not order taking. It's called "selling" for a reason. (Please don't tell me they were standing up when you gave them the price?)