Don't Leave Without The Sale

MattCoops

I have this metality of a car salesman when doing estimates.
I mean, I'm not as pushy or aggressive.
I offer customers different ways of doing a job, give them choices on materials. But,

I don't want to leave without the sale.

I'm sure know one does.

When they have to "think about it", I always leave a company brochure with my estimate. And I keep a tray of paperclips in my clipboard so it's a nice attached package.
I know Jose is gonna do it for less, but wow, look at these guys.
Just something to stand out, and be remembered as a company rather than remembered by a price.

My thread question:

Do any of you have those "us and them" checklists on your brochures?

the wife says we should add them, but I think their ... tacky.
I mean, I remember seeing one of those contractor comparison checklists on here and it had some question about what the estimator was wearing.
Presentations are key, but we're contractors not lawyers. I've bid jobs in million dollar homes in sweatpants and tshirt and got the contract.
What should I wear? a polo shirt, (blugh)

what's your take?

__________________
Matt with Cupan Custom Tile & Paint of Lowell, Massachusetts
Design and installation of ceramic tile and natural stone for floor, wall, and countertops
(978) 601-8774 | cupantile@gmail.com | view tile pictures and more

dougchips

Matt, I have been on the fence for a while about showing the negative aspects of my competitors. Web-links, newspaper articles filled with negative stuff about contractors is so easy to come across with a quick search. THe crooks that steal money from old people, the injured workers who sue the homeowners because they did not have workers comp, the bad jobs that had to be redone................

If the customers need________then I don't think that telling them about the crooks and hacks will make them change their mind about the project.

The reason that I am on the fence is that car salespeople use this all the time while most of them practice the crap that they warn you about.

ruskent

Speaking about what to wear.. Now on when i go on estimates i dress like a business man. I wear nice dress shoes, premium dockers, and a nice dress shirt. I hope it makes a different, and i belive it will.

dougchips

Painters go dressed like painters, plumbers go dressed like plumbers and business men go dressed like business men. The painters and plumbers argue that customers want a painter/plumber not a business man and the business man argues that they want a business to handle their needs.

If I was looking for someone to sweep my driveway, I would look for a man with a broom. If I am looking for someone to roof my house, I would look for a roofing company not just a roofer.

PressurePros

Matt, I close ten times before I leave a property. The homeowner called me there. They are looking for someone to do the job. The moment they picked up the phone to call me the "should we do it or not" phase is over now its just a matter of who closes the sale and gets the job. Wer need to think about it, we want to discuss it, we want to get other estimates are all stall tactics. The most important thing is to keep your dialogue open.


My feeling on professionalism? Put aside your feelings of what looks stylish and dress conservatively. Sweat pants and T-shirt? I doubt you would land much work in my demographic unless you are a real slick talker. Dressing "contractor" is fine (clean, newer jeans, company logo'd polo shirt, clean, non-work pair of Carolinas or Tims). Shave and shower before you go out giving estimates.

Bring professionally designed literature. Greet the homeowner's with a smile and a handshake. Take control of the presentation.

"Mr and Mrs Johnson, thank you for having me over. Would you mind if we sat at the dining room table so I can show you what we came up with for yuor project?"

I'm not so sure about comparing yourself to other companies, Matt. I prefer to show them what we do right as opposed to letting people know what others do wrong. Try to keep your entire presentation positively charged. Remember that every customer has "no" on their brains. Thats natural. I like to get those no's out of the way with a method that doesn't affect my close.

"Mr Johnson, are either yourself or Mrs Johnson looking for a pastel shade in your living room?"
"Oh god, no"
"Okay, thats good. It wouldn't be my first choice either but some have very unique tastes" (big smile)

You get the idea. Learn to overcome objections. Don't make outlandish claims you can't follow up on and close the sale and I can gurantee you your acquisition cost will fall, your closing rate will rise and you will ave good customer retention. Do that for a few years and you will be able to generate $200K worth of business on a shoestring marketing budget of $5k.

__________________
Ken Fenner
Pressure Washing PA
Roof Cleaning Services PA

red_cedar

Proffesionalism is important.

I read in order to compare and have it be done well, you should ask for their permission. But you have to be honest about it.

MattCoops

good point dougchips

next time i order company t-shirts
Ill have them silk screen some buttons and a pocket on it

just being an A

most times I go cas biz
no polo shirts, yuck
like khaki slacks with a gig line down front
and a striped dress shirt, untucked, and the collar up like the fonz
rock the cassbah!

__________________
Matt with Cupan Custom Tile & Paint of Lowell, Massachusetts
Design and installation of ceramic tile and natural stone for floor, wall, and countertops
(978) 601-8774 | cupantile@gmail.com | view tile pictures and more

dougchips

You must be from Florida, that is their dress formal (slacks and shirt untucked)

I was in a casino in vegas last year while it was being remodeled, they had stickers all over the place "imagine nice carpet here" "imagine nice wood paneling here" the casino is now Hooters.

On the same theme you could have tee shirts printed with "imagine a nice dress shirt" and "imagine a nice pair of dress slacks and polished shoes" (have an arrow pointing downward.) You could even add, imagine all the money that you will save because we are not spending your money on fancy clothes and nice cars----just make sure to show up with a real shiitbox

MattCoops

I'm with you 90% PressurePro

yeah, i've been on a couple estimates.
it's the leaving part I had questions about.

maybe you misunderstood thread start,

we have a brochure about our company, that we leave for the thinkers
and it is coming time to print some more
was wondering if we should re-design
trying to make the end of brochure the closer
brainstorming ideas, and wife said we should use a comparison kind of tool,
like: Why choose us?

I like design as is, products we use, their weight in gold, warranty info, contact info

and we have a floor covering comparison chart that we got from TCNA (TCNA that breaks down flooring rankings by price per material, maintenance cost for yr, and "Life Cycle Cost")

glazed ceramic tile is at top for life cycle cost per square foot per year at $0.33
above carpet, vinyl, and wood
but #2, and underneath quarry tile (but that's for outdoor patios and commercial kitchens)

so we use that as selling tool also

to let customers know they made a smart choice

and they made a smart choice for calling us,
(hands Ms Susie the brochure, proposal, and biz card)
if I answered all your questions I'll be on my way
give me a call at my direct line when you're ready to start.


It seems to be working A OK
I got three calls from guys looking for work on monday, (MLK day)
It's slow and we're still working.
I'm looking to put together two more crews. One for the lake norman area and one for our commercial-residential work.

And if there are any photographers in charlotte area out there, we need you!

__________________
Matt with Cupan Custom Tile & Paint of Lowell, Massachusetts
Design and installation of ceramic tile and natural stone for floor, wall, and countertops
(978) 601-8774 | cupantile@gmail.com | view tile pictures and more

MattCoops

doug,

laughed so hard the spaghetti came out my nose.(true story)
that's a good one
I'll just buy the iron on shirt stuff they sell at Kmart and print something cool off computer
post the image later

nah, not from florida
was born there though, ha ha - Bocaraton
I'm actually from your neck of woods
Lowell, MA
after I got out the Marine Corps I said I never want to have somebody tell me what to do again. Learned a few trades: framing, metal roofing, paint, and tile
Did some research, opened shop.

Been scared twice in my life and I'm still standing.

__________________
Matt with Cupan Custom Tile & Paint of Lowell, Massachusetts
Design and installation of ceramic tile and natural stone for floor, wall, and countertops
(978) 601-8774 | cupantile@gmail.com | view tile pictures and more

dougchips

Matt on a serious note...we have a why buy now and why buy from us brochure that we are formating in tri-fold for hand outs. I has been more of a sales tool in the past informing the customer about our company and why this is the time of year to make their purchase. The why buy now part if remembered really helps overcome postponement objections.