What to bring to a Estimate/Presentation - Contractor Talk - Professional Construction and Remodeling Forum

Terrence · 09-26-2006, 11:09 PM

In an effort to get more organized, efficient, effective, and successful I have been developing some systems to follow. For some reason, I am VERY good at landing jobs. Of all the jobs I have estimated, I have landed about 90% (ok, now you can tell me to raise my prices...).

Anyway, I feel that my "presentation package" is lacking just a little. Actually it consists of walking through the space with the client, and just talking... So, I have decided to change that method with the following:

What to Bring to a Estimate/Presentation

References / Testimonials Page
Photo Book
What to expect / policy page
Color Chips /Fan from BM / SW
Sell Sheets from BM / SW

If you guys wouldn't mind sharing, what do you do during your estimate or presentation?
What materials do you bring to show or for leave-behind?
Is there any particular "trick" that seems to really work well for you?
If you are a "seller" what is it that you are selling?

Thanks so much for your responses!
I really respect and value your opinions!

Brushslingers · 09-26-2006, 11:16 PM

Personally I close about the same rate, I do so by pointing out things that normal yearlings miss and including them.. as well as... well, calling back. I've been told numerous times that I was the only one that actually CALLED back, to set up an appointment. I do take references, photo books and history as a package... I always have color chips from several different brands on hand but they stay with me. I leave behind a the references, photos and history and normally come back with a contract and a detailed scope of work.

"trick"? Catching the details others miss.

Terrence · 09-26-2006, 11:27 PM

Quote:

I do take references, photo books and history as a package...

So by history, would that be like your company history, or like the last ten jobs you did? I'm not sure what you mean by history. Please forgive my ignorance.

EDIT----

Oh, I meant to also ask everyone if any of you have ever sent your estimate via email. I get a lot work from my local town website (MaplewoodOnline), and also a big fan of mine is always talking me up on some mothers networking website (no idea what it is called...).

They email me about some work, and I go look, and talk to them about it (bear in mind that I started out here as a handyman, and have been going back to my painting roots over the past few months...). Now sometimes I know right off the bat what I am charging for the work, and sometimes I need to do some math, and kind of map it out in my head first to make sure I don't mess up the time it will take (that's where I make most of my mistakes). Then I email the estimate to them!

I have gotten so used to the idea of emailing it that I now sometimes ask if I can email it to them if my initial contact wasn't internet.

What do you think of this? Ok? Stupid? Good if it works for you?

Brushslingers · 09-26-2006, 11:32 PM

History as in a brief bio of who *I* am and who this company is. Even though its a company name, it's still *MY* name on it.. so I include my own short summary with my companies.

Terrence · 09-26-2006, 11:46 PM

Gotcha! Thanks!

Actually, thanks for ALL the great advice you have given me in other posts as well!

Richard · 09-27-2006, 05:43 AM

Show up on time!!! I usually bring my laser tape. I have fandecks in the van, if need be. I have information on all the paints I use which include...SW, BM, and ZIN, if need be. I bring pictures of past jobs, and show them anything relevant to what their gettting done. I bring a notebook and pad and basically tell them(to get them out of my hair for a bit)"I'll be here a while"...and I measure away and take my notes of what I'll need. I tell them, give me a week and I'll get my proposal to you.

After I make them feel comfortable, I head out. I always type up a written estimate from software I purchased. The states around me are changing the laws to make it that you have to provide written.

I've landed 99% of my jobs. Only lost 1, but it was kind of on purpose....It was a bigger lead job, with lots of prep and I just didnt want it that bad.

Alot of the work I get is through word of mouth or references, so showing them a 'testimonial' or 'what to expect' is not important, they know I'm good already.

__________________________________________________ ____________

I dont know how some of you stay up so late in here! I need 8 hours.

AFI · 09-27-2006, 09:06 AM

I have a very nice folder with information of my company, customer education material, business card, estimate form (write by hand) and warranties.

I never leave any color chip unless I close the deal. I carry a humidity meter and used in front of the clients. They always said WOW.

By next year I will use a tablet pc with a laser tape with Bluetooth wireless technology and credit card on site.

Sound expensive but not. Cost me like $5.00 per client only plus gadgets.

Art

Mike Finley · 09-27-2006, 11:14 AM

Terrence if you are closing 90% of your estimates and these closes aren't based on either price or reputation, then you need to be tell US what to do on an estimate.

Brushslingers · 09-27-2006, 11:54 AM

On the email thing, yes I do sometimes send estimates through email... lost more of those than it's worth though.

George Z · 09-27-2006, 01:37 PM

Quote:

Originally Posted by Mike Finley

Terrence if you are closing 90% of your estimates and these closes aren't based on either price or reputation, then you need to be tell US what to do on an estimate.

Please do.

bcf · 09-27-2006, 03:41 PM

Quote:

Originally Posted by Mike Finley

Terrence if you are closing 90% of your estimates and these closes aren't based on either price or reputation, then you need to be tell US what to do on an estimate.

That's what I'm saying. I think I was around 90% when I started, but I"m sure I was one of the lowest. I'm at 20%-30% this year.

But anyway, I like to bring up the owner-operator doing the work, not just some guy trying to make a paycheck. Lot;s of people say how much that means to them, and I'd say at least 5% of my previous customers were sold on this fact, even though they told me I cost more.

Pictures of past jobs, references, and longer then most labor guarentees and stainless hardware put me above the rest, in my mind anyway.

Terrence · 09-27-2006, 10:20 PM

Thanks for the responses guys.

Honestly, I am not sure what I am doing to close so successfully.

I have noticed that the longer the time I spend talking with the client, the better the chance. My guess is that I am simply building trust and putting them at ease. As I walk from room to room, I am pointing out things like "for this closet, should I do it in the room color, or would you prefer a bright white so you can see better?" I also explain that a ceiling white in a custom color room will make it easier to read in bed with the overhead light as opposed to painting the ceiling the wall color.

For a kitchen or bath I will point out that since they are wet rooms, they can sometimes breed mold, and I would be happy to use a mold inhibitor, and wash the walls down with bleach solution if they like. I also teach them that the little crossbars in windows are called muntins, and on some windows they are sandwiched between glass, and others get painted.

Many of my clients have commented that I really go into detail that noone else has mentioned and that some estimates they have gotten, the guy didn't even measure (I also use a laser tape, and they are always impressed with it).

I also explain that when the job starts, they will have direct access to me via my cell phone at any time for questions or concerns, and that I will be on the jobsite every day until the job is completed.

I also talk to them off-topic a bit. I compliment features of the house, or ask them how they like their model of car, ask about their breed of dog, or something innocuous like that. Then I share a little about me. It has to be a naturally flowing conversation, though, never forced or fake. If they go on for a while I pay close attention, and let them know I am paying attention by asking questions.

My wife says I am using sales techniques, but I don't know what they are (she is always reading about management, and business, and that sort of thing...) she thinks I am a natural. When I am talking to them sometimes, I see myself interviewing them as if I was a laid back reporter, and had to write an article about them when I am done.

I have no idea why it works...

Terrence · 09-27-2006, 10:26 PM

bcf:

Quote:

I like to bring up the owner-operator doing the work, not just some guy trying to make a paycheck. Lot;s of people say how much that means to them, and I'd say at least 5% of my previous customers were sold on this fact, even though they told me I cost more.

Yeah, I have noticed that people ask (about 70% of the time) if I will be doing the work. I tell them I will be doing it, but that I have helpers too, but I'm always onsite to supervise.

I agree that seems to be VERY important.

Flawless Finish · 09-28-2006, 03:21 AM

Quote:

Originally Posted by Terrence

Thanks for the responses guys.

Honestly, I am not sure what I am doing to close so successfully.

I have noticed that the longer the time I spend talking with the client, the better the chance. My guess is that I am simply building trust and putting them at ease. As I walk from room to room, I am pointing out things like "for this closet, should I do it in the room color, or would you prefer a bright white so you can see better?" I also explain that a ceiling white in a custom color room will make it easier to read in bed with the overhead light as opposed to painting the ceiling the wall color.

For a kitchen or bath I will point out that since they are wet rooms, they can sometimes breed mold, and I would be happy to use a mold inhibitor, and wash the walls down with bleach solution if they like. I also teach them that the little crossbars in windows are called muntins, and on some windows they are sandwiched between glass, and others get painted.

Many of my clients have commented that I really go into detail that noone else has mentioned and that some estimates they have gotten, the guy didn't even measure (I also use a laser tape, and they are always impressed with it).

I also explain that when the job starts, they will have direct access to me via my cell phone at any time for questions or concerns, and that I will be on the jobsite every day until the job is completed.

I also talk to them off-topic a bit. I compliment features of the house, or ask them how they like their model of car, ask about their breed of dog, or something innocuous like that. Then I share a little about me. It has to be a naturally flowing conversation, though, never forced or fake. If they go on for a while I pay close attention, and let them know I am paying attention by asking questions.

My wife says I am using sales techniques, but I don't know what they are (she is always reading about management, and business, and that sort of thing...) she thinks I am a natural. When I am talking to them sometimes, I see myself interviewing them as if I was a laid back reporter, and had to write an article about them when I am done.

I have no idea why it works...

Terrence, that stuff is definitely working. I close about 90% as well (on the jobs I want) and do the same things as you. I'm kinda young, so I have to really sell myself as I am now and not on my lifetime of painting. Talking to a potential customer like you're their friend instead of a contractor will go a long way. Make sure to SMILE all of the time. You're happy to help them with their project right?

I normally take a tape measure, color fan, notebook, pen, sell sheets, and calculator. My biggest problem is carrying everything. Sure I can carry it in two hands, but when it comes to measuring, writing and shaking hands, I have a situation especially since I won't set anything down on their furniture. I was looking at maybe a clip board that had a large compartment for me to hold the stuff, but I can't find one big enough.

SgtBaldy · 09-28-2006, 09:47 AM

You got to sell yourself. never give an estimate unless the person who is going to sign is present. If they ask you to walk around the house and stick the estimate in the mailbox then you better be prepared to have the lowball estimate.

I don't like working for peanuts so to sell my jobs I have to be there. Look professional, have professional looking truck , paperwork and a embroidered shirt. If you show up wearing your dirty painter whites and a led zeppelin t-shirt driving your beater with no signage and writing your estimate on a generic office depot contract you might as well have put the lowball estimate in their mailbox while they were at work.

Flawless Finish · 09-28-2006, 02:37 PM

Quote:

Originally Posted by SgtBaldy

If you show up wearing your dirty painter whites and a led zeppelin t-shirt driving your beater with no signage

HAHA, too funny. About 2 weeks ago I saw a guy leaving my neighbor's house dressed exactly like that. He even had the led zeppelin shirt on. Of course I went right over, found out what they needed done, and got the job. I see more and more painters that show up like this though. A baseball player doesn't show up in his uniform to sign his contract does he?

Brushslingers · 09-28-2006, 04:00 PM

Exactly Terr... it's not rocket science, it's sales. As the owner of a business you are NO LONGER A WORKER. Your a salesman. End of story. I keep saying, catch the things others miss, sure win.. as you see, it works.

**Teetorbilt** · 09-28-2006, 04:34 PM

Flawless, get yourself a nice bag to carry/organize all of your stuff. As a painter, I would have one of the promotional ones from SW/BM/Porter/etc. I have collected a bunch of them from different manufacturers over the years and they make a good first impression.

A laptop with slide shows helps a lot too. My son can fade a 'before' pic into an 'after' pic without fading out completely inbetween and this is usually good for some ooohhh's & aaaahhh's. Just make sure that you have a good anchorpoint for the camera and a focal point for the frame.

KellyPainting · 09-28-2006, 05:13 PM

Led zepp rules............

I'm an owner operater..doing almost all my own painting..and I always show up in paint clothes...I work so much, that I don't have time to change..and I land almost all the jobs.... mostly cuz they are referals.

I give a verbal quote at the 1st meeting and usually I land it right there.
Then I show up on the 1st day of work w/ typed contract & get 1st check.

I always have my portfolio of pics (full page photo's) with me to show,
On interior jobs I bring a folder I made explaining color confidence and suggestions on flow and perception I even have a little sheet I show them
on how color is affected by other colors here... I'll post it for everyone
http://www.contractortalk.com/attach...1&d=1159481434
checkershadow.jpg
A & B ...are the exact same shade/ color!
just print out 2 of these... then cut out a & b on one.... trace cuttouts onto blank peice of paper and tell them... that a & b are the exact same color...they wont believe you...... then slide the blank sheet over with only the cutouts showing a & b..against a white backround. use the thickest paper possible.

AFI · 09-28-2006, 05:22 PM

Quote:

Originally Posted by KellyPainting

Led zepp rules............

I'm an owner operater..doing almost all my own painting..and I always show up in paint clothes...I work so much, that I don't have time to change..and I land almost all the jobs.... mostly cuz they are referals.

I give a verbal quote at the 1st meeting and usually I land it right there.
Then I show up on the 1st day of work w/ typed contract & get 1st check.

I always have my portfolio of pics (full page photo's) with me to show,
On interior jobs I bring a folder I made explaining color confidence and suggestions on flow and perception I even have a little sheet I show them
on how color is affected by other colors here... I'll post it for everyone
http://www.contractortalk.com/attach...1&d=1159481434
checkershadow.jpg
A & B ...are the exact same shade/ color!
just print out 2 of these... then cut out a & b on one.... trace cuttouts onto blank peice of paper and tell them... that a & b are the exact same color...they wont believe you...... then slide the blank sheet over with only the cutouts showing a & b..against a white backround. use the thickest paper possible.