Sales: That Awkward Moment After You Give Them The Price

 
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Old 02-23-2017, 04:33 PM   #21
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Re: Sales: That Awkward Moment After You Give Them The Price


You dont talk about your reputation. If you have a reputation they already know who theyre dealing with.

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Old 02-23-2017, 04:35 PM   #22
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Re: Sales: That Awkward Moment After You Give Them The Price


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You dont talk about your reputation. If you have a reputation they already know who theyre dealing with.

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Worth repeating
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Old 02-23-2017, 04:45 PM   #23
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Re: Sales: That Awkward Moment After You Give Them The Price


Wil the down paymentbe cash check or charge.
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Old 02-23-2017, 09:42 PM   #24
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Re: Sales: That Awkward Moment After You Give Them The Price


I like the idea that someone mentioned of emailing the bid.

I've had too many homeowners chew my ear off and I've sent hours with them only to find out I wasted my time once they decide to hire someone else or not do the work at all.

I may just do this in the future. In person, tell them I'll work up a bid, email it to them, and if needed answer any questions they may have. Done.
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Old 02-23-2017, 10:56 PM   #25
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Re: Sales: That Awkward Moment After You Give Them The Price


Kirkdc, i too email or regular mail out estimates. I am not pushy about any of it. I meet with potential customers to look over their project and see if it is something i even want to take on, saying no thanks is the harder for me than the price. I have no problem telling them that most likely i will be one of the highest, possible the highest estimate they will get, and why. I provide all documentation regarding BWC, Ins, RRP etc with my estimate.

Recently i met with an elderly customer and i put together a significant estimate for painting her home. I decided to meet with her and go over my estimate, i figured it was best for me to be there so someone could call 911 when she saw it. (One of my concerns was family members accusing me of taking advantage) Anyway, she paused and i suggested she get two more estimates before she makes any decision, she said "honey why would i do that I want you to do it".
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Old 02-23-2017, 11:06 PM   #26
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Re: Sales: That Awkward Moment After You Give Them The Price


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You dont talk about your reputation. If you have a reputation they already know who theyre dealing with.

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i have preached reputation for years.....

never had to bid much residential....

unlisted phone number and just my name on biz cards....

i did enjoy competitively bidding residential against other high quality guys....

bid against two other guys on a 235k ish house.

we were like a grand apart....

drew cards or some chit to see who got the job.....

lots of commercial was by phone call also....

honesty, integrity and NO BS will eventually put you on the top of the heap....
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Old 02-24-2017, 12:13 AM   #27
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Re: Sales: That Awkward Moment After You Give Them The Price


My prices are high because they need to be. It's in everyone's best interest.
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Old 02-24-2017, 12:53 AM   #28
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Re: Sales: That Awkward Moment After You Give Them The Price


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My prices are high because they need to be. It's in everyone's best interest.
I've got a pretty nice remodel started - the guy flipped about my estimate. 100k+ higher than he "budgeted". That's basically what I told him and went over my costs. Taking delivery of a semi of metal studs tomorrow to pop the roof up for living space. He waited more than five months for us

If my interior designer would get some stuff finished 72 Chevy could get started on some nice bathroom(s) work.
Our reputation got me the lead, our references and work I showed him I am confident won us the job
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Old 02-24-2017, 01:09 AM   #29
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Re: Sales: That Awkward Moment After You Give Them The Price


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I've got a pretty nice remodel started - the guy flipped about my estimate. 100k+ higher than he "budgeted". That's basically what I told him and went over my costs. Taking delivery of a semi of metal studs tomorrow to pop the roof up for living space. He waited more than five months for us

If my interior designer would get some stuff finished 72 Chevy could get started on some nice bathroom(s) work.
Our reputation got me the lead, our references and work I showed him I am confident won us the job


That's the problem with some customer's budget. They pull them out of thin air or the archy spits it out. It's my experience the customer budget is always low. There's a reason for that. It's more often than not, they aren't going to tell you the most they will spend. It's more like the most they WANT to spend.
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Old 02-24-2017, 12:03 PM   #30
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Re: Sales: That Awkward Moment After You Give Them The Price


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YOU + What words?
This offer expires as soon as I walk out the door or this message will self destruct in 10 seconds just pick anything with urgency.

All kidding aside I usually follow it with I would like to get you on the schedule for x date before it fills up.

I also let them know my proposal is only good for x amount of days and that if it expires I can't guarantee the same pricing.

I like to stress the urgency of getting it signed and started but like to leave them believing they are in control of the process

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Old 02-28-2017, 09:14 PM   #31
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Re: Sales: That Awkward Moment After You Give Them The Price


When would you like to get started?

Will you be paying with a check or financing this? (if you have financing)

We generally ask for ___% down, are you comfortable with that?
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Old 03-06-2017, 09:43 PM   #32
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Re: Sales: That Awkward Moment After You Give Them The Price


You have to act (and believe) that you don't give a crap if you get the job or not.....and you have to really feel it....I always say 'it's always better to lay on the beach drinking beer' than to do a job for a lousy customer or to do a poor paying job......
People pick up on that feeling and can feel that there is no pressure..
But you have to really feel it.......
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Old 03-06-2017, 10:19 PM   #33
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Re: Sales: That Awkward Moment After You Give Them The Price


It wasn't until I didn't need the work for survival, that I started making much more money. A customer can smell desperation.

If you really want a job at a premium, just tell the customer you can't fit them in. They practically get on their knees and beg.

People by nature don't like rejection.

Last edited by Californiadecks; 03-06-2017 at 10:26 PM.
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Old 03-06-2017, 10:21 PM   #34
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Re: Sales: That Awkward Moment After You Give Them The Price


Good advice on here. I'd like to point out that you shouldn't rush to speak after delivering the price. Don't create an awkward silence, but I've seen some guys start blurting out more info rather than ask for the sale.

I used to go through the whole proposal and then finish with the price but everyone always looked at the price first so I switched it up to "Well, Mr. and Mrs. So-and-so, based on the design and material selections you've made, I can build your deck for $XX." Pause "Let's go over the specifications to make sure I've got everything just the way you've asked, and then we can talk about scheduling."
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Old 03-07-2017, 02:43 AM   #35
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Re: Sales: That Awkward Moment After You Give Them The Price


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When would you like to get started?

Will you be paying with a check or financing this? (if you have financing)

We generally ask for ___% down, are you comfortable with that? will you be writing a check or charging that?
fify
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Old 03-07-2017, 02:50 AM   #36
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Re: Sales: That Awkward Moment After You Give Them The Price


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It wasn't until I didn't need the work for survival, that I started making much more money. A customer can smell desperation.

If you really want a job at a premium, just tell the customer you can't fit them in. They practically get on their knees and beg.

People by nature don't like rejection.
The biggest catch 22 in sales, when you don't need it, you close sales you don't want, when need it, you can't pay a customer to let you on their property

I think the best sales tool is 3 months of operating expenses set aside, gets rid of the smell of desperation and quickly turns into a 3 month waiting list, giving you about a 6 month cushion, and then you starting getting the jobs you try to bid yourself out of
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Old 03-11-2017, 05:15 PM   #37
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Re: Sales: That Awkward Moment After You Give Them The Price


You just gotta assume there gonna move forward in that situation.

Especially if your final price is right in the middle of your initial price range.

Simply, give them the price, state when you can start and put your hand out for the shake. then proceed with the paperwork.

IMO
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Old 03-12-2017, 12:54 AM   #38
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Re: Sales: That Awkward Moment After You Give Them The Price


During the meet, at some point you've spoken about when they plan on starting the project and when they envision wanting it completed by... that information can be used to move from pricing to scheduling discussion and how they want to handle the deposit...

"Mrs. PITA, you mentioned earlier that you want to get the project started asap (substitute whatever time frame), and you'd like it to be done asap (again, substitute whatever time frame). How solid is that timeframe in your mind? To keep that timeframe I need to get you settled into our schedule, and this is our busy time of year, so it's first come, first served. To secure your place on our schedule, we require an initial deposit (in our case) of 25%. This deposit secures your place on our schedule, and 100% of the deposit goes towards materials that we will be ordering and will cover X% of the materials.

A week from now, we will be back where we conduct an order measure, where we measure everything, provide you with initial color renderings of your project, and review any changes, style/color/design, that may have come into play since our last meeting. At that time, the next 25% will be due. This deposit, in most cases, will cover the rest of the materials needed for your project as well as a portion of the labor involved. Here is a breakdown of what each deposit represents for your project. To get this rolling and secure your spot on our schedule, all we need is your signature here (in our case, we would have already reviewed our agreement with them) and a check for $***X.XX "
You assume the close until they give you a reason not to... IOW, you're there to close a deal, not waste time with appointment after appointment... Who wants to sit ANOTHER appointment to sign paperwork they could have signed when they were the hottest for you and your company? If you didn't close them the first night, you have to RE-BUILD them to that point again unless you KNOW you're going out to write the deal...

Does it work out every time?... of course not, some people have been trained not to close the first night though a variety of sources. That said, we close on average 32-43% the first night (depending on time of year), so that means we don't have to waste travel and sit time with ANOTHER appointment for 32-43% of our customers... they are out of the market... for the rest, the only reason we sit again is to write an order, NOT to have another question/answer meet only to go out AGAIN to write the order... look at your last year and just imagine how much TIME and effort that you would have saved and do so every year if you adopt this method...

It all starts with a price-list...
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Old 03-17-2017, 02:49 PM   #39
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Re: Sales: That Awkward Moment After You Give Them The Price


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By the time I leave the clients home, they believe I'm the ONLY company that can do this the way it's supposed to be done. The biggest thing is how you explain the process. Clients can smell an unconfident contractor. Especially clients who run a business. Which is the majority of mine.
Man, this is profound. Would you elaborate? How do you make them believe that you are the only one that can get the job done?

A big book of testimonials?
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Old 03-17-2017, 04:41 PM   #40
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Man, this is profound. Would you elaborate? How do you make them believe that you are the only one that can get the job done?

A big book of testimonials?
Ive had customers say, after talking with you we didn't even get another bid.

One thing I never do is bad mouth the "other guy". I have so much information, design ideas, samples, pictures, brochures etc. It's about getting them inspired.

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