How Do You Stop The Running Around...

HUDSONVALLEYEXT

We increased advertising this year by about 2000% (im not joking) we are getting a huge flow of calls more than expected. It is still in the 40s here in NY. We already got people calling for houses, decks etc. They did not call this early last year.

How do you guys screen calls to see if you should go look at them or not? Meaning is there a way to know if you are wasting your time?

Im thinking over giving prices over the phone is that a good idea?

rws

I would call everyone of them set up appointments and go out and try to sell them.Some of the most off the wall ones on the phone are much different when you are in the home and have talked to them.If you are pricing right (for you) you are only going to sell 1 out of 3 anyways.You need to sell yourself and that is hard to do on the phone.

BMAN

Hudson , I am in upstate NY (Rochester) I have also increased my advertising somewhat and I am doing ten to fifteen estimates a week. Thats a lot for a one crew company. I try to schdule them on Saturdays if I can but sometimes I have to go at noght or during the work day. At this rate I will be hiring soon.

mahlere

hudson,

it's easy, charge a $10 trip charge to come look at the job. You won't make a dime on it. doesn't matter. $10 is nothing to someone serious about spendin $1000's of dollars on a paint job. it will weed out the tire kickers. Heck you don't even have to collect it if you don't want. but it will immediately separate the buyers from the shoppers.

but rws is right, never quote over the phone. Then you are just a number and you are selling solely on price. That's not a good thing.

Tom Rohland

1. How did you hear about our company?

Tom Rohland

1. How did you hear about our company?

Their answer will help you evaluate your marketing and advertising. Their answer may also inspire you to send a "Thank You" to one of your previous customer if it was a referral.


2. To better understand your needs would you mind if I asked a few questions?

Most callers will be flattered that you asked for their permission to do something that is to their benefit. This question opens the door for honest answers and a meaningful discussion.


3. Could you briefly describe the project?

Hopefully you have always asked this question. After all, it immediately tells you if the project matches your company expertise.


4. Do you have a time frame in mind for the project?

Sometimes a project just won't fit into your schedule and it is essential that you and the customer determine this sooner than later. This honesty is part of your professionalism and it will set you apart from other contractors that "promise" to start right away.


5. Besides you, will there be anyone else involved in the decision making process?

This question addresses two issues at once. If they say their spouse will be involved you will want to try to include both of them in your first meeting. This would provide an opportunity for you to bond and rapport with both parties. If the customer indicates ttheir spouse is not involved in the project they will not be tempted to stall or put you off in the decision making process.


YO, that's all for now.

Out the door.

More Later.


Tom Rohland, Jr.
Ranger Painting & Pressure Cleaning, Inc.
Lake Mary, Florida