How Long To Wait Before Calling?

shelf guy

I have had several encounters with GC/customers who seemed genuinely interested in my services, asked lots of questions, etc.

When a potential customer/ builder tells you that "they have to think about it and talk to some people and ill call you," what do you do?

I would assume you should call anyways within a week or so.

kylemfk

Well I always feel them out for when they will need my services. I work for a supply house and when I call on a job, say the GC is interested in using me for his siding; I ask when do you anticipate needing that, then follow up a week or two before then so there is time to order, (unless it's longer lead time obviously). Even if I drive by and see them putting siding up, I still call show them you value what they told you.

In your case ask when they will be making the decision on who does the cabinets, then call a week before that decision is made, then 3 days, then that day etc..

It's a fine line between being a pain in the butt and efficient.

shelf guy

tell me about it.

the #1 thing i have to overcome to become a better salesman is to not worry about annoying people.

mdshunk

When you hear, "...have to think about it", that's the sales equivalent of "see ya!". You need some sales skills. There are probably 100 possible answers to to the "have to think about it" customer objection, and very few of them involve actually letting them think about it. If you do let them think about it, whatever that might mean, you need to pin down the return visit right then and there.

Get some Zig Ziglar and Brian Tracy sales books.

Danahy

My current formula works for me.
1. Walk in small talk, talk abit... (feel them out)
2. Walk around, ask my specific questions (kinda point blank, expecting answers rather quickly)
3. Tell them, I'll have this to them as soon as I can get to it.
4. Do you have any questions for me?... (if yes, then I answer quickly),
5. Smile, say "let me know when you are ready to get this started)
.... Leave... and don't look back...

Then I forget about them...

Then they call me... my close has risin' lately to roughly 80% close, some weeks higher... I can contribute my increased close rates, due to my price increase.... Anyone on this forum around xmas will remember a couple of threads regarding this..

I don't know why it works... it just does.

shelf guy

i have to disagree. the two GC in particular im talking about, both currently have the trim carpenters install wood board and pole. they have never used wire shelving, and im trying to sell it to them. it is more expensive, but has many benefits.

obviously that is something they NEED to think about.

but yes, i do need to improve my sales skills. its something im very conscientious of.

Mike Finley

Shelf Master - The sub / Gc relationship, is pretty much just that, it's a relationship based selling experience. Most successful GCs have their goto sub-contractors for what they need. If you are trying to get some of their business, unless your product is something they don't have a vendor for already, you are basically trying to get into the work that they already have a sub for.

The reasons you might get a call are :

• GC - lost his goto vendor, and needs a new one
• GC - has increased his work load in what you do and needs an additional vendor
• GC - wants an additional source just in case
• GC - wants a cheaper vendor
• GC - thinks his current vendor isn't the best man for the job, would replace if a better one came along
• GC - doesn't sell what you offer but sees an opportunity to increase profits by expanding into what you offer to his customers.
• GC - sees how your product could replace an product he is using now, because of inferior product or low profit potential of current product.

So look at some of those scenarios and think about your approach. In talking to these GCs which one of those fits their situation? If you can't answer that, you need to think about it next time and make sure you can.

In relationship selling, often you will get your shot because you are in the right place at the right time. In order to make sure you are you have to keep in contact.

If I wanted to be a sub, I would compile a list of every GC I wanted to work for then systematically go down that list and keep records of my contacts. The process you would go through is what any Outside Salesman does, I would start with phone calls and try to set up a meeting with each of them, some of them you will get an appointment with and some you won't, the ones you don't you follow up with a brochure, then a phone call a week later just to ask if they got it the brochure and ask them for another appointment to meet, some of those you will meet with, most you won't then follow up a month later with another mail piece, then another phone call, keep repeating the process. Slowly you will start getting in with these GCs, you will hit them with repetition and most importantly over time you will be in the right place at the right time, when they suddenly get a need for your service and you will be the one they remember and call up.

You want to increase your chances of getting a shot? Offer up the old make em an offer you can't refuse ploy. Give em free labor on the first one or material at cost or all of it for free if you want to get your foot in the door. It's relationship building, it's about getting your foot in the door, once you are in and you do a good job, you are in!

Be careful with those offers you can't refuse though, don't make it on the first meeting, make those offers 3-4 months into trying to crack a particularly hard nut, that you believe will pay off. Making those offers right off the bat just gets you used by somebody looking to use you.

Good luck.

Look into some books on outside sales and relationship selling. What you are trying to do is relatively easy to accomplish, it just takes a good plan and time.

dougchips

Why do they need it?

Why do they need it on this job?

Why do they need you to install it and not their trim guys?

Are their clients going to want it more than the wood shelving?

Why should they add another sub?

Why should they give a f about the inside of closet?

What other builders have you sold it to and what benefits do they see?

__________________
To get the best replacement windows, or sun rooms contact the replacement windows experts at FHI Vinyl Window Company.

shelf guy

doug and mike, thanks for your replies.

i am pressed for time but i will type a detailed response later tonight.

dirt diggler

you're not asking them out to dinner and a movie


it's biz - call


get confirmation ... if yes, great if no move on


(granted - don't call them 10 times in a single day and be all like "i just wondered, etc etc")

ruskent

[QUOTE=dirt diggler;244023]you're not asking them out to dinner and a movie


QUOTE]


I thought you were to suppose to wait to days after you get their number to call!! But you have to block the caller ID because if they don't awnser you do not want them to know you called. And never leave a voicemail!!

mahlere

in my younger days, i worked in a few bars down the jersey shore...the best was when a guy would hit on a girl who had no interest. he'd hound her until she gave him her #...more than once, a girl would give him the area code +867-5309...never once saw a guido who got it, but i'd laugh my ass off....even got me a little every now and again if she realized that i understood it...

mdshunk

Was her name Jenny?

mahlere

never

shelf guy

1 - they need it on this job because wire shelving is generally regarded as more aesthetically pleasing, modern, and customizable than wood board and pole.

2 - they need me and not thier trim guys because wire shelving is garbage unless it is installed correctly, and i have 10 years experience.

3 - most will, yes.

4 - they should add another sub because i will ultimately make thier job simpler.

5 - they should give a f about the inside of a closet because too many builders dont care about it and go totally cheapo. a well designed closet system stands out. many homeowners do notice, especially women.

6 - currently have no builders locked in, so i cant answer that.

dougchips

I'll have to sleep on this one. I think that you might be better off marketing your services to the end user. I just can't see a builder getting excited over storage solutions. I would suggest making some brochures of the benefits FOR THE BUILDER and buy them a cup of coffee. Ask them if they see value in your benefits and if the answer is no then dig for the what they need to hear (coffee buys you time).

With all of the layout options it would be nice if you could contact the homeowner before they move in.

__________________
To get the best replacement windows, or sun rooms contact the replacement windows experts at FHI Vinyl Window Company.

RTRCon

I agree.. We install a lot of shelf/pole packs in lower budget spec homes, but in the bigeer customs they hire in the closet guys to do it.. Fine with me, I dont throw much more at the bill for it anyway

thom

I'm the guy with the wood (actually laminate) closet shelves and wood poles. I hate the wire stuff. I've talked to several people who replaced their wood shelves with wire and absolutely hate the wire. I've never talked to anyone who has had the wire for a while who would not rather have the wood.

Unless you are selling to contractors doing very upscale work, you are unlikely to make the sale. The trimmer puts in the shelves as he goes. We put the supports in prior to paint. Installing all the shelves and poles in a typical 2000 sf house takes about an hour.

On upscale work, the contractor must follow the specs in the plans. Sure, he could try to talk the customer into something else or talk the architect into changing the plans, but why bother, there are so many other issues to deal with, why add more change headaches.

In my opinion, if you want to sell and install this "crap" sell direct to the homeowner as a remodel. You can charge more, will probably sell more, and will create more work down the road when you go into the business of replacing wire shelving with laminate shelving.

shelf guy

i am well experienced in laminate installations also. i will be offering that very soon ( a little more $$ to get set up for.)

wire shelving is certainly not "crap" if installed well. and even if someone thinks that it is, thats fine, but houses still must have SOMETHING to hang clothes on, and wire is the cheapest way to go.

and yes i DEFINATELY want to target existing homeowners who want to remodel thier closets. i have done hundreds of such jobs in my time in this field. lots of people, especially in older homes, have very minimal closet shelving, and many people want wire shelving installed in the garage, convert empty kids bedrooms into storage, etc. been there done that.

i actually prefer working with individuals over builders because they pay RIGHT THEN. you do the work, you get paid.

i am simply trying to add in a few builders for VOLUME and steady work. we'll see how it goes.

thanks everyone for your input!

Mike Finley

Strange phenomena out here in Denver, when they build these 1.5 - 3 million dollar spec homes, they are the cat's ass, unbelievable wood works, crazy bathrooms and kitchens, huge theaters and bars...

... and then the closets... I think they spend about $500 on them.

Huge double master closet, probably 150 square feet and $500 worth of shelves.

Don't get it. The only thing I can assume is for some reason they assume the owner will finish out the closets by hiring a closet company and dump 10 Gs into them?

Don't know why that would be the case for the closets and no other areas of the house.