Ask Mike the Painter about Closing Anything. - Contractor Talk - Professional Construction and Remodeling Forum

Mr. Mike · 03-21-2009, 03:16 PM

I will take any and all questions regarding closing appointments to jobs in this thread.

Motive:
Let's get it all in one thread, we were getting off topic in a few threads.

Quote:

Mike

My first thought about setting the apointment with both the husband and wife is that you must have to be doing a lot of weekend and evening estimates?? is that correct?

I also know from reading about sales it is a very smart thing to do.

My Reply:

Quote:

No I don't do very well on evening appointments or weekend appointments, so I don't do them much.

There are some occasions where I will, but I get people to take off work to get my estimate if that makes since.

rbsremodeling · 03-21-2009, 03:21 PM

I agree.

You want your time taken seriously. So i only do appointments from 10am-4pm, Mon-Fri.

I can count the times on my hand that I have closed a sale on nights or weekends in 15 years

Mr. Mike · 03-21-2009, 03:28 PM

Whats even worse is how many of us contractors would even set up a time in the evening and not know if it will be a two legged or a one legged appointment. Most people when looking for a house decide to buy that house on their first visit, if we do all that we can to help them in their buying endeavors then we should be able to close them on the first visit, unless you don't have all the buyers present.

One thing I will do if I show up and only one spouse is home I will move into my just leaving a good impression for my next visit with all parties present.

Dave Mac · 03-21-2009, 05:49 PM

I dont do estimates on weekends, and very few in the evenings, glad you dont either.

Mike do you request to be the last estimate given?? My thought on this is that if your the last one they are getting a estimate from, they are in a better position to make a decision. Cant use the excuse Im getting three other estimates ill get back to you.

Chris G · 03-21-2009, 06:18 PM

Four guys own a rental property. A banker, Lawyer, Dentist, and I'm not sure what the other guy does. They are all under thirty and this is their first investment property. The banker appears to be the one in charge. How do you work this? They want cheap.

Mike Finley · 03-21-2009, 06:23 PM

Quote:

Originally Posted by Mr. Mike

No I don't do very well on evening appointments or weekend appointments, so I don't do them much.

There are some occasions where I will, but I get people to take off work to get my estimate if that makes since.

WOW!

Thank you very much for that!

Glad to see somebody else on the same track.

In 5 years I've never worked a single saturday or sunday, never spent a single weekend on a sales call.

I can count on one hand how many sales calls I've gone on after 5:00pm.

silvertree · 03-21-2009, 06:30 PM

I haven't done weekends or nights for years. I have met people before they went to work. Now that I'll be trying a "Make your own appointment" contact form I thought I might do up to 7pm Tuesday to Thursday. After you guys posted I'm thinking your right, I never closed as well when I'm in between TV shows. Its nice to be reminded of that. Thanks

WisePainter · 03-21-2009, 09:09 PM

Time of day or the actual day has never made any difference in whether I sell a job or not, I will gladly work weekends and evenings at 35 so I don't have to when I am 55.

silvertree · 03-21-2009, 09:15 PM

Quote:

Originally Posted by WisePainter

Time of day or the actual day has never made any difference in whether I sell a job or not, I will gladly work weekends and evenings at 35 so I don't have to when I am 55.

To each their own, but what were saying does make sense. Do people respect you more for having regular hours, or for jumping when they call?
I tell people I am with my family after 5pm. I really don't think I lose jobs because of that. I mean, you stay home to meet the cable guy, don't you?

NEPS.US · 03-21-2009, 09:24 PM

I usually think the opposite with residential clients. Business hours are where I manage my business and work on commercial estimates. I view residential work as residual business and schedule appointments for evenings or Saturdays for my convienence. I also prefer to meet with the decision maker and find that these times work the best. My closing rates for residential work are much higher on Saturdays and in the neighborhoods I target. I also find that in the spirit of "keeping up with the Joneses" I will also be giving prices to their neighbors as well.

It is interesting to see what other successful painters do to close. Good thread.

Workaholic · 03-21-2009, 09:26 PM

Quote:

Originally Posted by silvertree

I mean, you stay home to meet the cable guy, don't you?

Good point.

ModernStyle · 03-21-2009, 09:27 PM

I will bid anytime, I dont care when or where. The more I bid on jobs the more I am actually starting to like that part of the business, its the thrill of the hunt.

Workaholic · 03-21-2009, 09:34 PM

Welcome Rocket.

NEPS.US · 03-21-2009, 09:35 PM

Quote:

Originally Posted by silvertree

To each their own, but what were saying does make sense. Do people respect you more for having regular hours, or for jumping when they call?
I tell people I am with my family after 5pm. I really don't think I lose jobs because of that. I mean, you stay home to meet the cable guy, don't you?

I dont think it has anything to do with respect. My company perfoms a service and meeting my customers at their convienence is part of the service. You only have one chance to make a first impression. Getting the phone to ring is the first and in many cases the hardest thing to do. Once they call you the closing begins.

I'm not sure about Mr. Mike's rates but my closing rates are not as high as his. I am usually the high bid on all residential estimates and if my closing rates were too high I would have to serioulsy look into my pricing.

silvertree · 03-21-2009, 09:36 PM

Quote:

Im young motivated and want the work and money

I can relate to that. You may look at things differently in 20 years.

NEPS.US · 03-21-2009, 09:38 PM

Quote:

Originally Posted by silvertree

you stay home to meet the cable guy, don't you?

Because you have to or you have no cable.

The cable guy isnt competing for your business with every jamoke that can hold a brush.

Not a good point.

NEPS.US · 03-21-2009, 09:40 PM

Quote:

Originally Posted by silvertree

I can relate to that. You may look at things differently in 20 years.

Thats right. If I am the one hustling closings in 20 years then there is a problem. I would expect my estimators to close 7 days a week. Period.

rbsremodeling · 03-21-2009, 09:41 PM

Quote:

Originally Posted by NEPS.US

Because you have to or you have no cable.

The cable guy isnt competing for your business with every jamoke that can hold a brush.

Not a good point.

It is Because we do not compete with every Jamoke that holds a brush, so they can meet me Mon-Fri 10am-4pm

Workaholic · 03-21-2009, 09:43 PM

Quote:

Originally Posted by NEPS.US

Not a good point.

I disagree. I think that it is an interesting thought on the amount of respect that we are given in this field of work. We are expected to jump through hoops, sell our businesses and come in at a cash figure that the HO has already come up with in his head.

I am of the 6 days a week kind of guy myself.

NEPS.US · 03-21-2009, 09:44 PM

Quote:

Originally Posted by rbsremodeling

It is Because we do not compete with every Jamoke that holds a brush, so they can meet me Mon-Fri 10am-4pm

Ok RBS ...do you hire painting subs or do you pay one of your carpenters to slap a little paint on a bathroom?