Our Senario

JMT

My Senerio in a nutshell.
I meet with a customer who is reffered and perform measurements, evaluation ect... Then we have a sit down with him and his wife. All seems to go well, Then at the end he tells me WAITING ON OTHER QUOTES TO COME IN! Ok i wait 2 days to give him a call and he replies that he is definatley leaning torward me and he'll know mon. Well mon night i call to find out he went with another Company. Told me we were both very proffesional and in same $ price range. But other was also doing windows and gutters, Which he did not ask me to look at. SO MY QUESTION IS WHAT AM I NOT DOING TO CLOSE THESE DEALS!! By the way this same Co is definatly ahead on me when competing. I have more trade knowledge, but they have the close the deal knowledge. Also im thinking of trying to come in as the 3rd quote instead of 1st, and ask WHAT TYPE OF QUESTIONS?????
To all those who have replied THANKS FOR ADVICE ( SOAKING IT ALL IN).

BuiltByMAC

Based on this post, you do not present yourself as a professional.

You have spelling mistakes, grammatical errors and usage errors. If this is how your estimates look and how you come across in person, you might want to hire a salesman to represent your company. You may have "more trade knowledge" but if he (and his company) come across as a more professional company, that WILL make a difference to some clients.

This is not a personal slam. You came here and asked for advice on what you are doing wrong.

And there's nothing wrong with a client wanting to get multiple bids. In fact, I encourage it.


Mac

JMT

Well Mac we do present ourselfs very professionally, and are estimates are as well. You did not answer any question I had asked. I really just babbeled what was on our mind currently without much thought for spelling, grammatical, and usage error. ( not sure on the last one). But I'll be sure I double check all of the above for you.
If you don't have something worth saying, please don't!

JMT

This also is not a slam of you Mac, but my problem is closing a deal in a more agressive fashion, NOT PROFESSIONALISM!

Brock

2nd that

silvertree

That response from Mac was well meant and good advice. A sophisticated sales presentation will usually be perceived to come from the most capable contractor. I don't think Mac dissed you at all. If you were my competitor I would be trying to outsell you from the go. More trade knowledge is worthless if you can't communicate that to the customer. It's simple, the other guy did a better job selling himself. So now you have to learn more about sales.

__________________
Vote for Pedro
Kitchen, bath, St Paul remodeling
Minneapolis Remodel Blog
203K Loan Consultant Minnesota

JMT

I do agree! Just getting frustrated!

Roofman20033

Are u offering a season price and a do it sooner price? Lets face it, it always comes down to price. If you present to an owner and they say they want other estimates than it is price. Its not that they want to call and set appt. and listen to boring salesmen. You also have to make sure that when you are presenting a price that you give some incentive to sign up now! Today! Everyone wants a deal!
I have a First Time Discount letter that i present to homeowners and let them read it. It makes sense to them and gives me a chance to offer a today only price with very little pressure! I think everyone should use the First time discount letter it really works!

BuiltByMAC

I see you have NO problems with being aggressive. Good luck with that.

Mac

JMT

Roofman,

Thanks for advice, I would be interested on what type of on the spot deal is fair. Also I take it the letter is something you mail out prior to app.

P.S. Mac, I did correct myself if you read, If you give a little needle, expect it back.

JMT

To have a final direct response to you Mac. I probally did not state cleary what I meant. I am trying to have a better close rate sucess without being to aggressive and pushy, But enough to try and close the deal in the least amount of time. Why I believe maybe being the first to meet w/ customer is not the best idea. I too believe customer should get other quotes to compare price, service, quality ect... Let's face it Im asking for help and I am interested in thoughts on my situation. I take it all in and try to grow from it. Like I said I just babbeld something down without much thought into spelling. ( I do admit that typing and computers are not best friend). So if i offended you I apologize.

BuiltByMAC

Dude, you're 3 initials and 13 posts in an online forum. I know less than nothing about you. I would have to know something about you and care about your opinions for you to offend me. No apologies necessary.

You asked for help - based on my entire wealth of knowledge about you and your particular situation (1 badly written post) - I offered a suggestion. What you do with it is up to you...

Mac

wizendwizard

All of the back and forth can get this shut down quick, cool it.

Lets look at things from a different direction. As fine well and good as other peoples advice may be, there isn't an outside answer to this. The first thing you need to do is ask yourself, What can I do to improve my sales tactics?

Have you really sought this answer from yourself? Look at things this way. Nobody knows your situation like you do.

What are your weaknesses? Your strengths? Does your confidence level tell you prosective client that you are capable of doing the job in the way they want it done?

It's not always about price, and it's certainly not about your typing skills.
Another thing to keep in mind. You are asking people from different area's of the country for advice about what sell's. Each area is different.

Northeast= Harsh,brusk,hard attitude people are all about money.
Southeast= Relaxed,slowstarting,economically depressed.
Midwest= They respect hard work and innovative progressive thoughts.
Southwest= Hardnosed and unforgiving the slightest mistake.
Cali= So laid back they can handle earthquakes and not flinch.

These are not the only things you have to consider. People move around so you have to learn the heart of the client in the first 10 minutes of conversation. Even with this it is still hit and miss. The best way to deal with the whole topic is, "You win some, You lose some."

__________________
"If you start the grout process over, you too could use sparkly grout!"
There is no such thing as an illegal immigrant, they are either illegal or immigrants.
I'm Retired, or a student, don't really know anymore.

silvertree

"Northeast= Harsh,brusk,hard attitude people are all about money.
Southeast= Relaxed,slowstarting,economically depressed.
Midwest= They respect hard work and innovative progressive thoughts.
Southwest= Hardnosed and unforgiving the slightest mistake.
Cali= So laid back they can handle earthquakes and not flinch."

Interesting! I was born on Connecticut and apprenticed in New England, went to Florida, Louisiana and worked for 2 years. Then moved to Minnesota.
So I'm a blunt, laid back hardworking free spirit.

__________________
Vote for Pedro
Kitchen, bath, St Paul remodeling
Minneapolis Remodel Blog
203K Loan Consultant Minnesota

wizendwizard

I traveled around this great country for 15 years trucking. Nonstop!
Those are my personal observations.
I forgot about Minnesotan's quirks.
Them people are just strange, I think it's caused from the snow. lol

__________________
"If you start the grout process over, you too could use sparkly grout!"
There is no such thing as an illegal immigrant, they are either illegal or immigrants.
I'm Retired, or a student, don't really know anymore.

Carport King

Bottom line you were out sold.

To sell you need to be a great listener. The other company sold windows and gutter that you did not know they even wanted.

You did not ask all the right questions to begin with. You failed to upsell!

When you compare all your marketing products,contracts,your look, trucks etc to the company that beat you how do you stand?

Always assume that your customer will get 3-5 bids. How can you stand out above the rest? How do you present your company and yourself. Did you ask for the sale? Did you give them references? Are you an Ideal guy?

I would shop your competition and find out more information. Read more on selling. Pick up a book called GET EVERYTHING YOU WANT OUT OF EVERYTHING YOU GOT from Jay Abraham

JMT

I 100% agree that i was out sold and have been way to often. Our image and the way we present ourselfs are very proffesional from a to z. But I honestly don't know how to ask for the sale nor really upsale. That is my main problem and has been. I now am trying to learn that part of this biz, Which for me seems to be the most difficult part. I am more than willing to listen to any advice on this and thank you in advance.

W-Tinc

Sales is very personal for the salesman, and you may (or may not, only you know) desparately need the money from this job.

None of this matters to the customer, actually it does matter and if they perceive this to be the case they will not buy from you.

IMO even though the sales appointment is very important and certainly not a game, you need to treat it sort of like a game, remove your personal concerns/problems and try to play with a little finesse.

From reading your posts in this thread working on your approach in general may be a big help.

Do you ask alot of questions to determine what the customer wants? I have a hard time seeing someone give an estimate for siding and not finding out that they are interested in windows as well.

Let the customer talk, they will tell you their concerns, you need to know what they want to work for them. Also many times you can determine if they have had or are getting other quotes during the estimate, very important stuff.

I'm not a huge warm-up guy, pretty much stick to business and let my reference list speak for me, and though I always ask for the job I probably lose alot of them by not pressing for a close.

So for me to get the job by the time we get to the end I need to have thoroughly covered product and especially installation details, all trim, color, flashing, etc., and have given a fairly accurate timeline for the job.

The best part of this approach is it makes your job incredibly easy..you and the customer know exactly what you are supposed to do, just do it and everyone is happy!

If you find out during the estimate they will be getting more bids look for a reason to get with them at a specific time later on, something unusual they like the idea of, use your imagination.

Being first of three bids can be tough, but there are positives. You have a competitor that beats you alot learn what his install practices are and what specific material he uses, maybe even some of the stuff he tells customers.

You can use this against him without ever bashing him by selling against certain products, installation methods, and sales pitches.

As for specifically asking for the sale, for me it depends alot on the customer, is it a couple, single person, one person of a couple, a professional(builder, realtor, investor, etc.) just have to read about closing and try different things to see what works for you.

Ugh sorry for the long post, nothing like a good sales discussion lol.

Roofman20033

JMT,
Here is the letter that i use with homeowners. When i figure out the price i am about $500-$800 heavy. I tell them this is their season price. Shop till they drop get 10 estimates if they call me in 9 months i will honor this price. Then i hand them this letter which is laminated.


FROM: Owner/President

DATE: January 1, 2007

SUBJECT: First Inspection Discount


According to our marketing costs study, on each occasion where a second visit is necessary before a decision can be reached, our cost of sales almost doubles. In addition, each time a return visit is necessary, it reduces the number of new prospects we can visit, potentially costing us new customers.

Therefore, effective immediately, we will begin a new marketing policy, designed to reduce the number of return visits and increase the number of customers we see on a daily basis.

We are now offering every new customer who is interested in our product, a substantial savings on the cost of the work to be done. This offer is to be accepted or rejected, on the first visit only; otherwise, its purpose would be defeated.

Due to Federal Trade Commission Policies, any abuse of the First Inspection Discount will be cause for termination. Any questions or comments regarding this program should be directed to Administration.

Thank you,


while the home owner is reading this i figure out the today price. Everyone that reads the letter understands that time is money!! So it isnt high pressure. i am offering a season price and a price to do business today. They have choices! The point is it gives them some incentive to buy today!!

wpc07834

When you install a product I am sure that you follow a plan and stick to it. Sales is done the same, follow a plan. I like the 3 step approach:
1. W arm up
2. P resentation(pitch)
3. C lose
Most sales people make the mistake in not even asking for the sale, or only ask once maybe twice. A closer walks out with the deal.