Potential Client Question ?

boston 08

I am a GC in Mass. I have been currently booking quite a few big Remodeling projects. The thing is, I have a couple of potential clients that say they want to move forward with the project but has not signed a contract. What would be the best way to approach a potential client on sighning a contract and leave a deposit to hold the current starting date.
Thanks to all

Remodel Bud

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Remodel Bud

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boston 08

Remodel Job *hanks to the reply. I just wasen't sure on how to approach a potential client with my type of question. You have been most helpful.To answer your question _ it't an Attic remodel and a sidding project.The HO already had me look at other projects in the near future.Thanks all

mark the coach

Hello Boston 08

Congrats on booking some big remodeling projects.

Regarding your potential clients, did you ask them to sign the order form?
If you did, what reason did they give you for holding off?
If they said they want to move forward and did not sign the order form then maybe they are biding time to get another price or maybe they don't have the money, or they have another objection. Sometimes people like you and don't want to tell you no.

I have been through this many times and learned that most of the time the prospect is not telling the truth. When I was new in the business 20 years ago I accepted answers like yours and thought for sure the deal was in the bag. I counted the maybes and carried them with me and protected them like gold. To my dismay, I found that many buyers were liars and that they didn't want to tell me no because they liked me. Also people think it is OK to put off the salesperson and not tell them all the facts. This is what happens in the traditional buying system used by consumers. I was sick and tired of people telling me great proposal, great company, great person but we just need to take some time to mull over the details and we will surely get back to you in a few days or weeks!

I quickly learned that when someone says they want to move forward then it was my job to have the order form signed with a deposit. If they said they wanted to move forward and then wouldn't sign then I knew there was something holding them back. So I used word tracks developed from my sales training classes and got either a yes or a no when this situation presented itself. I decided that maybes were no longer acceptable and asked the prospect to agree to either move forward or not move forward. Either answer is great but lets agree that once all the information is in front of you that maybe is not an acceptable answer.

As far as the situation now is concerned you need to find some plausible reason to get back in front of them. You will need to re-bond with them and get to the reason why they were not ready. This will be better if done in person. Most of the time when they don't sign there is something else you didn't satisfy or uncover.

If you need to do this on the phone then here is a word track....

Boston;Hello Ken it's Boston.
Ken;Hello Boston.

Boston; (re-bond with the client with your voice and words and talk about the things you had in common with him that led to the proposal. Start off with small talk and proceed to bringing up the project)
" How are you and your family?.............
I am calling to let you know I am in the vicinity next week for several appointments and will be able to see you and your wife to schedule the project. Do you have your calendar handy?
Ken; yes
If he says yes set the appointment.

If he says no and continues to stall then say "at our last meeting you said you would like to move forward with the project and I am currently planning my work crews for the next two months. Where should I place you in the schedule? If he says put me in then say, great I will be glad to do this so let's find a time in the next few days to wrap up the paper work so I can apply for the permit and make sure we can keep the scheduled time slot.
If he will not commit to signing the paper work then he is not telling you everything. So if you can find a way to see him in person you will have a better chance of reconnecting with him and maybe finding the real reason for the stall. If you cannot get a face to face then persist on the phone and say something like this;

Ken may I ask you a serious question? Ken says yes.
I am getting the felling that something is not quite right. In the past when people do not move forward when all the information is in front of them I found that they don't want to tell me no or they have already decided to go with someone else. Is that the case Ken? Is it over and should I close the file?

This usually gets them to fess up if they are stalling or really aren't serious. Also it may give you the opportunity to deal with the real reason.

Hope this short version helps.

mark the coach

tinner666

I have few of them. One e-mailed last week and wanted me to drop by to do a certain demo. I dropped by, did the demo, he said he would be ready for some other aspects in Oct. Asked what he owed for the day, I gave afigure and he wrote a check. Out of 3 jobs with this client, I've never seen a signed contract. And, he's a lawyer.

Come to think of it, I have 5-6 other lawyer clients like that. Get a call, do a job, get a check. Nothing written but my invoice. Nothing signed. Go figure.

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Frank Slate Roof Repairs, Richmond, Va.

Proud Plumber

I closed one today for a repipe job. I called the customer this morning and informed them that with fuel cost skyrocketing I may not be able to hold priceing beyond the expiration date of the quote. Our gas prices went up 43 cents since Friday night. So it was a no brainer for my client. I simply explained to them that drastic fuel increases means shipping increases. In this case a sense of urgancy worked.

Keep in mind this particuler client was on the fence and about to close as it was. They just needed the last nudge to sign a contract.

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Bill

"I'd rather die while I'm living then live while I'm dead".... Jimmy Buffett

Meetre

Great job man. This is the one area most quality tradesmen (and women) need to work on....how to close the sale.

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