Ask Mike The Painter About Closing Anything.

Mike Finley

Is Ferrari the new Italian word for '73 econoline van?

Mr. Mike

Just desire.

All you have to do pretty much to be on your way to closing is, have the answers to these 3 questions.

1. Why should the buy these products?

2. Why should you buy them from me?

3. Why should you buy today?

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

Steve Richards

I had a salesman come to my house once. He was going to sell me an insurance policy or else.

After his hour or so long spiel to my wife and I...I told him "thanks but no thanks"

He sat back on my couch and said he might just have to wait around until I changed my mind.

I told him I didn't think so, and that if he didn't leave right now, I was gonna throw him out on his ass.

So he got up and left (without me signing anything).

What do you think he did wrong, Mr Mike?

Mr. Mike

Did he come door to door?

Did he call you telemarketing style and set up an appointment to meet with you?

Did you call their company and have him come out and see you?


No matter what his main problem may of been just sitting back on the couch and stating he is leaving after you change your mind, what he maybe should of done is, simply sit back in your couch and say, well folks before I get out of here lets recap everything we went over and then at the end ask for the order again. If he was there an hour he may of been 30 minutes longer on closing you.

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

Steve Richards

Yes, Mike..he called and set up an appointment. Said he could save me some money. I was young and hadn't quite figured such things out yet.
But I was pretty stubborn even back then...I don't think another 30 minutes would have done him any good.


But it reminds me... just a couple weeks ago...

Guy comes to my door and says: "Hi. First off, I'm not selling anything. I'm just in the neighborhood talking to homeowners about their windows. Do you own this home?.

(I just closed the door on that guy.)

WisePainter

I liked it better when Mike the Painter was talking about applying paint and showing me really nice pictures of houses he has painted...

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My advice: Hire a real painter to do it.

Tinstaafl

You will never, ever walk out of my door with a signed contract on the first call. I have an absolutely inflexible rule against same-day purchase of any service or product (not counting something like flea market shopping). If it's a good deal today, it will still be a good deal tomorrow or next week. And in the meantime I will have a chance to calm down and analyze just what all your fast talk amounted to.

Mr. Mike

Ok,
Let me say I'm not sure of the exact statistics but I am pretty sure in a cold calling business like the one that called you and set up an appointment is much different than our leeds.

People call me after thinking about painting there house, I ask things like how long have you been thinking about getting this done...

I close around 80% of my leeds and the guy that met with you may of sold none before you met or at most he is a 15% closer. The person that called you may be at 80% on setting appointments.


The door to door guy is also different than when we go on a appointment with someone that calls us. ANd when people say you are like a door to door salesman I tell them you called me because you wanted a great job right? Let's go ahead and set you up at this price here.


You will forget 80% of what we talked about 24 hours after I leave, your wanting the best price you can get for this project aren't you? We'll I wish you could get the same price today and tomorrow but sir when I get up every morning and put on my salesman cap I say how could I make today a better day than tomorrow for these great folks to buy my great painting services from me? Let me ask you this, How soon can I expect to hear back from you on hiring me for this job? Oh really so soon huh, we'll If you could save a considerable sum I am thinking you would like to get it over with today and make this needing to get the house painted a thing of the past right?

The prices of my labor and materials went up 4 times last year, I can not tell you that the products and services I quote you today are good for ever but what I promise you is by signing up with me it locks in your price so this is the most you are going to pay at this time.

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

Steve Richards

Thank you, Mr. Mike

Steve Richards

I call BS.

I bet Mr. Mike could come to your house, sell you a paint job, and spec you as the applier!

silvertree

One call closing happens less often with remodeling, but painting, plumbing and remodeling can all be sold any way you like. All work well with consultive sales, but one call closing is not a contest unless you think it is. If a person sells a $120,000 kitchen on 4 visits and a painter sells 4- $30,000 jobs on 4 visits all things add up to $120,000. If you made your profit either way whats the diff?

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

Tinstaafl

If you only knew just how absolutely much I detest painting...

WisePainter

80% closing rate seems high, I am at about 30%.

25 Leads @ 30% closing = 7~8 signed contracts.
25 Leads @ 80% closing = 19~20 signed contracts.

I should be renamed "LazyPainter"....

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My advice: Hire a real painter to do it.

WisePainter

the fact that this has been posted in the Painter's forum means the Universe will now collapse in upon itself.

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My advice: Hire a real painter to do it.

Mr. Mike

80% is very, very high. I think I said if anyone else on here claims that I will attach myself to their hip for a week so that I can even be better.

30% is most common because most people get three bids, and most contractors don't ask for the order even once.


One call closing is way more profitable than a 4 visit close, gas and time lets not forget to mention a one call closer will usually be the only price a customer had, I have closed a couple handfuls of jobs by telling the customer to cancel their other appointments and lets sign you up today.

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

silvertree

That's a good way to do it. And remodel sales should be done in 3 visits if their is a design. 4 happens when the selections cause issues.
But in reality you've pretty much closed the first visit, the other visits are to build the job. You may close a remodel on visit 1, but you would usually end up with changes, 2 visits can work well. 3 gets the bugs out.
On small remodels and under (excluding baths and kitchens) you should ask for the signature on the first visit. On refacing cabinets, always.

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

Mr. Mike

You must get a commitment on all of these days though, and some signature and deposit for design and build. Don't you work on that during the first visit?

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

silvertree

Yes, I come out to your home and get your wants and needs. I will then talk budget and you tell me your budget,or if you don't know, I ballpark the job.

If your OK then I explain the importance and value of a design agreement, value to both parties. Then I ask for a fee to begin design and that's on the first date. Most people are already sold by then. If you say no, I will ask why your not interested in going further. I don't say anything like "Don't you like me", I keep it business like, sometimes I'll get an answer I don't like such as, I think we like this other guy better.
If I don't get the design, I figure the other sales guy was better, or had reached the people better than I did. I then go away thinking I have to work smarter, so its always improve, improve, improve.
I forgot, after the design is agreed on and I have the fee, the job still isn't mine until the contract to build paperwork is done, agreed to and signed. Then I get my first payment.

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

Mr. Mike

I ask on average no less than 16 times for the job on jobs I don't get.

At least one of the times I ask will tell me why I lost the job.

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Commercial Painter KY. Residential Painter Louisville Painting Photos Louisville

Mike Finley

Aggresive caveman sales tactics don't work well with people with money, people with good credit, people with choices, people with education... etc....