Home Owner Profile Test

RidgeWalker

So a couple of years ago I had this "brilliant idea"! Why not come up with a psycholigical profile test for prospective clients and administer the test in the field!

The test could help us find out if we'll have problems collecting or if the person is a obsesive complusive and might end up nit picking a job to death, etc. etc.

So how would it work? Well my idea would kinda go like this.

Drive up, meet and greet and spend a couple minutes chit chatting. At that moment when there is silence in the conversation you break it out and say, "Here I have a fun and intersting thing for you to do while I look at your property. It's a test and you will be graded but you'll learn something about yourself or selves as well! Hand it to them with a huge smile and then get your ladder and do your thing. Human nature will take over and they will be like a curious child and won't hesitate to take it.

So you've done your thing and you come inside. The home owners are going to want to know how they did on the test right away. But you have to put them off for a few minutes, discuss anything you want or just talk about what you found on thier property. Finely pull out your master score sheet and grade them.

The test has two results.
First result is what they get to learn about themselves spinned in a positive way, so as not to offend them personally.
Second result which you don't give them lets you know what kind of potential customer your dealing with. :P

Things you could find out before they become a clients are:
Are the inclined to keep thier word?
Are they touchy feely?
Are they fact based?
Are they price driven?
Are the quality driven?
Are they leaders or followers?
Are they control freaks?
Are they analitical?
Are they emotional?

Ok so once you've graded them, and you see that they could be the kind of clients you want, you hang your head down real low and rub your forehead and make a frustrating sigh. Then you say, I'm so sorry but you guys totaly failed this test and don't qualify to be our clients! Look them straight in the eyes when you say it and watch thier faces.

"What happens in thier heads the moment you say this"
Human nature will make them WANT to have passed the test and they'll be like wait! But we want to be your clients where did we fail, what must I do to pass and become your customer!

What you say next after that 2 or 3 seconds is this! Just KIDDING! You guys it's not a pass or fail test! Here's what the test tells you about yourself! bla bla bla The results make them feel good about themselves so they won't be offended.

How to use the results in your presentation.
Example, the test revealed that one of them is very detail oriented. So you make sure that you convey that all the lines on the roof edges will be straight as an arrow etc. etc.

Example, the test reveals that the husband is touch feely. Excuse yourself and get a bunch of samples and product info sheets for him to look through while your takling.

Example, the test reveals that one or both are visual types. Take them outside in front of the home to the side walk and face the house. Use hand gestures and build thier new roof for them out side. The dumpster goes here, the shingles pallets would go there, we will put a tarp over there etc. etc.

Peronally I'd have the balls to do this but I really need to find the people who could design this test for me.

RidgeWalker

Well I guess so far no one sees how smart this really is. :P Oh well!

Mike Finley

Well, I applaud you for your idea. You're actually onto something and I believe you don't really know what you are onto yet.

The basic idea of your idea - "the test" is actually what as a good salesperson you should be doing with every customer. However "the test" is administered not with a pencil and paper but verbally during your time with them through casual conversation and in a way that the customer does not know you are testing them.

I administer your test in one form or another with every customer I meet and I know dozens of others here are doing the same thing.

So like I said, I applaud you for your idea, now you just need to take it to the next level and understand how you do what I just outlined.

You'll never be blindsided by a customer if you learn how to do this.

Winchester

If I were in the HO's shoes I'd be creeped out by some contractor giving me a personality test.

Of course, it doesn't help that I hate personality tests. But I don't picture myself buying anything from anybody who tries that crap on me.

Of course, if you did it like Mike says, I probably wouldn't even realize it unless the questions were directly like a personality test.

just my opinion

__________________
Ryan

RidgeWalker

Mike, I do these things when I speak to every prospect. Actually I would like a test that is a little more indepth to reveal things not readily exposed during the sales pitch.

A few years ago I used to use my sales book with all my sales in it. I'd flip through the first few pages showing people signing contracts. At about the 6 or 7th page I slipped in a white sheet of paper that said in big bold letters:

SOME PEOPLE
ARE
TOO STIPID
TO SIGN
MY CONTRACT!!

I'd leave the book open on that page the whole time and continue with my presentation. That my friend is BALLS! And yes it's completely true story, I role played with a co worker one day and went through the book and when I got to the page he literially pissed his pants a little laughing so hard! LOL I'd give you his email but I don't have permission. :P

The point is be DIFFERANT, be BOLD, be CONFIDENT, BE FEARLESS!!!!

pcplumber

I can't see a customer filling out the profile. People don't tell the truth because they don't know the truth. Do you think any person will tell you they are a jerk when it comes to being picky?

We do profile our customer, in writing after we meet them. We enter this information, into our customer list, we keep in our truck. Strangely, we are wrong many times. We will often write, "don't go back again, for any reason", and often we go back and sell them $15,000, or more.

Some of our best customers are the toughest to do business. The know what they want and they don't want a jerk doing the work, so they put on a tough front.

KentWhitten

you misspelled stupid on purpose and left that out in the open?

__________________
If you correct your mind, the rest of your life will fall into place ~Lao Tzu

Custom Cabinetry - Portland, Cape Elizabeth, Scarborough, Kennebunkport, Yarmouth, Falmouth, Cumberland, Ogunquit, Maine

Salmon Falls Cabinetry

RidgeWalker

lol, no I hit the I key which is right next to the U key on the key board instead. It was definately spelled right in my book though. I looked at it but my brain saw it spelled right!

KentWhitten

hehe...I thought that was sorta strange. I would have to say that this "test" is not going to be for everyone though. You have made it applicable to all and though you can group people into some categories, there's not many that includes every single person on the planet. I applaud your idea, but you will get an occasional "WTF?"

__________________
If you correct your mind, the rest of your life will fall into place ~Lao Tzu

Custom Cabinetry - Portland, Cape Elizabeth, Scarborough, Kennebunkport, Yarmouth, Falmouth, Cumberland, Ogunquit, Maine

Salmon Falls Cabinetry

Grumpy

It's not really a new idea... it's just qualifying your customer.

RidgeWalker

Yeah, I did fail to mention that it's something we already do, or should be doing when we speak with a prospect. I kinda thought it was implied so I did not mention it.