Biggest Challenge

 
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Old 01-03-2017, 12:47 AM   #1
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Biggest Challenge


When you obtain leads from your marketing efforts, what is the biggest challenge or obstacle you face when turning that lead into a paying customer on the first visit?
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Old 01-03-2017, 01:15 AM   #2
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Re: Biggest Challenge


Properly screening them.

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Old 09-06-2017, 03:39 PM   #3
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Re: Biggest Challenge


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Properly screening them.

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I agree with this. I would rather have the right client sign on for our services after the 2nd, 3rd or 4th visits than have someone who isn't really ready for our services or isn't an ideal client for us sign on at the 1st visit.

Because of this, we've actually turned our "1st visit" into a screening/interview which allows us to just sit with someone and talk about their business goals and what's realistic for them and us moving forward. From there we can determine if we're a good fit.

Erin
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Old 09-06-2017, 05:54 PM   #4
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Re: Biggest Challenge


Not scaring them off with our pricing on the first visit. Sometimes you need to give them a chance to call around and see what other companies are charging first. It just goes with the industry.
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Old 09-06-2017, 07:24 PM   #5
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Re: Biggest Challenge


Really depends on the service. Major home remodel is not going to close on the first visit. Many mid-range services like roofing are not going to close on the first visit because of competitive bidding. For concrete work like I do, closing on the first visit is pretty common. Trust building is the biggest thing.

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Old 09-07-2017, 08:48 AM   #6
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Re: Biggest Challenge


When dealing with someone we have no prior experience with or knowledge of, there is a qualification process to see if we are a good fit for each other. I try to find out the following:

Who's in charge, am I talking to the decision maker?
How did they hear about us?
Do they own the property where they are talking about doing work?
What is their project $$ budget?
What is their time frame?

Also need to take a look at them and take a look at their property to see what things look like. If the place is a dump, they are probably the type that will pay for premium construction.

Get all these questions answered before wasting any time preparing estimates, bothering subcontractors, etc.
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Old 09-07-2017, 09:41 AM   #7
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Re: Biggest Challenge


The greatest challenge would be the carpet is about ten times worse when described over the phone.
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Old 09-14-2017, 01:16 AM   #8
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Re: Biggest Challenge


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When you obtain leads from your marketing efforts, what is the biggest challenge or obstacle you face when turning that lead into a paying customer on the first visit?
Just having a general conversation with them. It's always good to understand their pain points (main one being PRICE) and have a genuine conversation to gain their trust. Once they trust you, be fair and upfront with what you're going to do, the price, and why it is the price that it is. I've seen this translate into word of mouth clients too. Customer service is super important for me!
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Old 10-09-2017, 12:33 AM   #9
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Re: Biggest Challenge


Quote:
Originally Posted by ismaels View Post
Really depends on the service. Major home remodel is not going to close on the first visit. Many mid-range services like roofing are not going to close on the first visit because of competitive bidding. For concrete work like I do, closing on the first visit is pretty common. Trust building is the biggest thing.

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Not true at all man. I close all of our remodel jobs on the very first visit.mi just closed a 38k kitchen remodel. What makes you think it's not doable? Selling someone a can of coke and a kitchen remodel is the same thing. The process never changes.
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Old 10-09-2017, 12:35 AM   #10
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Re: Biggest Challenge


Quote:
Originally Posted by Fishindude View Post
When dealing with someone we have no prior experience with or knowledge of, there is a qualification process to see if we are a good fit for each other. I try to find out the following:

Who's in charge, am I talking to the decision maker?
How did they hear about us?
Do they own the property where they are talking about doing work?
What is their project $$ budget?
What is their time frame?

Also need to take a look at them and take a look at their property to see what things look like. If the place is a dump, they are probably the type that will pay for premium construction.

Get all these questions answered before wasting any time preparing estimates, bothering subcontractors, etc.
Want,need,desire

Ability

Authority.

A deal can't close of one of those is missing.
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Old 10-09-2017, 12:36 AM   #11
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Re: Biggest Challenge


Quote:
Originally Posted by TimberlandTrees View Post
Not scaring them off with our pricing on the first visit. Sometimes you need to give them a chance to call around and see what other companies are charging first. It just goes with the industry.
I never give them the chance to shop around. When I close a deal there's usually multiple bids that are a lot lower.

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