"call Me In Two Weeks"....advice

jarvis design

Some great advice guys!! Thats what I really like about this site, you can take what you are doing, read a post like this, and improve your sales process.

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pcplumber

on the phone, you need an excuse to make a personal visit to close the sale.

This excuse we use works and it is very legitimate. During our first visit we always quote a firm price and hand-write an estiamte (contract). When we do not hear from the customer we do not call and ask if they made a decision. We assume we have the job. So, we call the customer and tell them we want to personally deliver a type-written estimate and tell them we want to spend a few seconds discussing a details, additions, etc. that sound important.

We don't ask the customer if we can deliver the estimate. We tell them. This puts the customer on-the-spot and gets the truth from them. If they decided not to do the job, or if they chose another contractor, they will tell you the truth, or make up another lie to blow you off. If they don't want the typed estimate they are not interested in you.

When we arrive at the customer's home we go over the entire presentation like we never met them before and close a high percent of sales because these people were interested in meeting us a second time. Many people want you to make the 2nd visit but they are afraid to ask. Many customers need to hear your presentation a 2nd time, but nobody offers. It would be great if we could tell everybody in this world what we want only one time and get everything.

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Ohmy

What do you do if you have emailed the quote to the customer. I realize from reading your prior post, that you would not do that, but what if you had.

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Electrician in Alpharetta, Roswell, Atlanta

Grumpy

Why wouldn't someone need two weeks or two months to make a window decision?

I'd call them in two weeks, and then again in 3 weeks. Then send them an email a few weeks before the price goes up to light a fire under their butts. INfact I am planning on doing that today and tomorrow. I am goign to emaila nd phone each and every customer I have quoted this year who has not told me yes or no and I am goign to inform them that the price is going up October 1st. That's 12 days from the time of this posting. I bet I get a handfull of sales from the email campaign. I'll also follow up with phone calls if I don't get a good response to the emails.

Grumpy

If you email them, call them a day after to "make sure they got it", "did you have a chance to check it over" "did you have any questions" "was it in line with what we discussed", "when do you want us to start" if they aren't ready yet "when should I call you back" and finally "please call me if you're having trouble comparing, I am here to help you."

Roofman20033

Personally, whenever a client says they need time to think about it, i call them out! I ask them, "so what do you need to think about?". Then i proceed to say, "it's money, isn't it?"
I don't care if its roofing, window, or siding, 99% of the time it is money! People have a pride about them and don't like to tell you the price is too high or that they cannot afford it. Noone likes to admit to someone they barely know that they don't have enough money. Again when you are go to a home to give an estimate, you must have 3 things present to make a sale!
1) 2 friendly people! A husband and wife, or boyfriend and girlfriend. 2 Decision makers!
2) A need for your product. If it is just a want and not a need your chances of making a sale are greatly reduced. Meaning the shingles are curling and failing. Not just an ugly algae covered roof.
3)Ability to pay. The homeowner must have the money or access to the money to pay for the project. There are people out there that just can't afford your product.
Never, never, never, never email, mail or give and estimate over the phone! With the high costs of home improvement, you must sit with the homeowners at the kitchen table! I am not saying that there isn't the occasional homeowner that you can't sell on the hood of your vehicle, cause i have done it, but the majority of people should be presented to in a professional manner sitting at the kitchen table!

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Whitmore Lake roofers,Ann Arbor roofers,Michigan roofers www.callroofpros.com

buddy110

X 1000,000,000,00

BDiamond

Why aren't you giving them the pricing right away? People buy windows and siding based on emotion and then the logic of the improvement gets them to stick with their decision. They're at their highest emotional peak when you're going over FAB's and all the great life changing things that the improvement is going to create. There is no urgency when your sitting across town sending things in the mail. I ONLY do 1 call closes. I close 50% of the appontments and don't worry about the other 50%. If they call great but I have to worry about my next appoinment and can't worry about sending out estimates and following up with calls and going back out to go over numbers. Your job is to SELL not provide consulations. If you have questions let me know!

gsa396

Let's remember it's still a numbers game no matter how good you are, when I am asked to give them a call in a week or so I always leave referrals and encourage them to call, in a couple of days I will call the referrals to confirm if the proposed client called them, then I will call the proposed client to follow up. In most cases you'll know right there if the deal is dead if not it's a perfect opertunity to get back in.