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Silence After Giving Quotes.

 
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Old 05-23-2015, 12:00 AM   #141
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Re: Silence After Giving Quotes.


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Spend a little more time qualifying, and if they aren't prepared to spend the money, don't write the proposal.
I didn't scroll through all the answers but yours hit me.....A guy I used to work with told me he'd always tried to pre-qualify over the phone....he asked the right questions I guess because he had a very high closing rate......and refused to waste his time with bargain hunters and tire kickers
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Old 05-23-2015, 04:22 PM   #142
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Re: Silence After Giving Quotes.


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I didn't scroll through all the answers but yours hit me.....A guy I used to work with told me he'd always tried to pre-qualify over the phone....he asked the right questions I guess because he had a very high closing rate......and refused to waste his time with bargain hunters and tire kickers

It can also work the other way too. I looked at a bathroom gut and redo, and the husband made a big show of how money didn't matter " it's an open chequebook babe"
I sent in a quote that looking back was so low, and I didn't hear a word back from them.
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Old 05-23-2015, 05:09 PM   #143
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Re: Silence After Giving Quotes.


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" it's an open chequebook babe"
You weren't supposed to call him on that, follow through on his promise to her.....
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Old 05-23-2015, 08:18 PM   #144
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Re: Silence After Giving Quotes.


stolen and edited
http://www.canadianlawyermag.com/397...ation-fee.html

1. The consultation fee can help manage client expectations by setting the tone with potential clients that the contractors time is valuable and that his or her advice is worthwhile.

2. The fact a client is willing to pay the consultation fee may be an indication from the start that the client takes the matter seriously and is prepared to invest in it.

3. If a client is unwilling or unable to pay the consultation fee, the odds are he or she will also not be willing or able to pay the retainer. In my experience, clients paying for the initial consultation are more likely to retain the consulting contractor after the first meeting.

4. Charging a fee helps eliminate those whose sole purpose is fishing for free advice. Over the years, I have come across people who have made their rounds seeking free advice with no intention of ever retaining counsel.

5. Oftentimes, contractors will have a friend/colleague who regularly sends you bad referrals or referrals where the client is looking for a “good deal.” The consultation fee can help weed out these clients without offending or discouraging your referral source. The consultation fee can also serve to clarify the client’s fee expectation from the beginning.

6. Over a period, free initial consultations can add up to a significant loss in potential revenue. For the practitioner who charges out at the hourly rate of $50, and does two free one-hour consultations per week, the potential value of them over the year is as much as $6,000.

7. Charging for the consultation discourages those who seek a consultation with a firm for the specific purpose of conflicting a particular contractor or their firm from acting for the opposing party. Prior to initiating a consultation fee at my firm, I found that this practice of deliberately conflicting out a firm happened far more than one might expect. Some of the clients were actually blatant about their purpose. Since implementing the consultation fee, I have noticed a significant decline in the number of times this occurs.
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Old 05-24-2015, 11:36 PM   #145
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Re: Silence After Giving Quotes.


OK man . Here's the deal . one reason they are silent once they get them is you are silent giving them . let me lay out a few things you need to know .

First , keep an eye on what may be on your BBB file and Angie's List ...could be false info hurting you ...likely you'd know , but keep your eyes open. Customers won't come out and confront that usually.

Secondly , I'm not sure how long you have been doing work and how strong your reputation is ...but that weighs in .

Third , and I worked in sales for over a decade , you may be about to realize you have to sell to survive in this world. Ring your own bell. I sense you may be a little uncomfortable asking for the business but if you want to work for yourself as a contractor life is going to involve a lot of job interviews....that's what a bid in construction is...an interview for a temporary job. The real security is in gaining knowledge and building (and protecting)a reputation. Once you look at a job, if you aren't comfortable pricing it on the spot ..say ...let me shop out our best options in materials , do some samples (stain colors, etc. If needed) and let's set a time to sit down and talk specifics ,price and payment schedule.

Lastly, read or watch anything you can find by Jay Abraham. He will help you to understand marketing in a way that resonates with you and clients . He's a genius and made " icy hot " a household name years ago, simply by taking a very different approach.

I wish you the best. You can earn a nice living , have the respect of others , and all the work you care for once you get the hang of it . You have already done the smartest thing ...that's noticing a problem and asking for feedback . I ll mention one other thing ...and I have taken a lot of risk and made some mistakes ...but don't do work you aren't sure you can finance, execute, service or warranty . putting out bad work is worse than doing done , especially if you can't get paid .
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Old 05-25-2015, 12:50 PM   #146
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Re: Silence After Giving Quotes.


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Originally Posted by AGullion View Post
OK man . Here's the deal . one reason they are silent once they get them is you are silent giving them . let me lay out a few things you need to know .

First , keep an eye on what may be on your BBB file and Angie's List ...could be false info hurting you ...likely you'd know , but keep your eyes open. Customers won't come out and confront that usually.

Secondly , I'm not sure how long you have been doing work and how strong your reputation is ...but that weighs in .

Third , and I worked in sales for over a decade , you may be about to realize you have to sell to survive in this world. Ring your own bell. I sense you may be a little uncomfortable asking for the business but if you want to work for yourself as a contractor life is going to involve a lot of job interviews....that's what a bid in construction is...an interview for a temporary job. The real security is in gaining knowledge and building (and protecting)a reputation. Once you look at a job, if you aren't comfortable pricing it on the spot ..say ...let me shop out our best options in materials , do some samples (stain colors, etc. If needed) and let's set a time to sit down and talk specifics ,price and payment schedule.

Lastly, read or watch anything you can find by Jay Abraham. He will help you to understand marketing in a way that resonates with you and clients . He's a genius and made " icy hot " a household name years ago, simply by taking a very different approach.

I wish you the best. You can earn a nice living , have the respect of others , and all the work you care for once you get the hang of it . You have already done the smartest thing ...that's noticing a problem and asking for feedback . I ll mention one other thing ...and I have taken a lot of risk and made some mistakes ...but don't do work you aren't sure you can finance, execute, service or warranty . putting out bad work is worse than doing done , especially if you can't get paid .
As of right now i do have a lot of work.
I simply want to decrease the amount of time wasters so i can focus on good paying customers.
Hand delivering quotes is great if they arnt a waste of my time....
Silence giving a quote would mean no quote. I do that some times if i know its a waste of time.
If they dont response to my follow up after a quote, im not gunna keep calling like some long distance salesmen.

What are your guys thoughts on charging for consultations and quote?
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Old 05-25-2015, 02:41 PM   #147
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Re: Silence After Giving Quotes.


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Originally Posted by cedarboarder View Post

What are your guys thoughts on charging for consultations and quote?

I think it completely depends on your line of work. If you have an acceptable close rate, then I wouldn't worry about it. You aren't going to snag every job you look at. But if you are constantly giving out detailed estimates with no return, then something needs to change.
Personally I do free estimates. That is an on-site consultation, with a written estimate. If it's a smaller job that is usually the last step before signing my contract or not. With anything larger or one that needs drawings, I charge a design fee and they get a proposal. The fee is taken off the final invoice.
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Old 05-25-2015, 02:45 PM   #148
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Re: Silence After Giving Quotes.


That's a great answer and approach
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Old 05-27-2015, 03:25 AM   #149
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Re: Silence After Giving Quotes.


Try following up with the client after a couple of days. Same rule as dating, three days seems comfortable for a lot of people, but if the client is on a tight timeline or you sensed urgency, follow up immediately with, "just wanted to make sure you received the proposal I sent you (last night, two days ago, last week, etc). If no response, give it a week and follow up again. If no response, 2 weeks, then a month, then . . . If you really want a response, I have an email that I send out that calls the client to the carpet in a humorous way. Anyway, the point is that don't take a lack of response as disinterest. Consumers are on their own timeline. Stay in front of them and you will get the job. If not the first one, on the next go around when they are unhappy with the experience they received with another, or when they screwed up their job trying to DYI
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Old 05-27-2015, 06:31 AM   #150
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Re: Silence After Giving Quotes.


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Try following up with the client after a couple of days. Same rule as dating, three days seems comfortable for a lot of people, but if the client is on a tight timeline or you sensed urgency, follow up immediately with, "just wanted to make sure you received the proposal I sent you (last night, two days ago, last week, etc). If no response, give it a week and follow up again. If no response, 2 weeks, then a month, then . . . If you really want a response, I have an email that I send out that calls the client to the carpet in a humorous way. Anyway, the point is that don't take a lack of response as disinterest. Consumers are on their own timeline. Stay in front of them and you will get the job. If not the first one, on the next go around when they are unhappy with the experience they received with another, or when they screwed up their job trying to DYI
I wouldn't waste my time with all of that.

Submit the proposal and call immediately to ensure they got it. Followup within 24 hours to see if they had any questions and how they would like to proceed. I've often asked, when would you like us to start the project?

After that, I don't do any more followup.
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You ask for your money frequently, and you collect it quickly, else you stop working immediately.
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Old 05-27-2015, 06:43 AM   #151
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Re: Silence After Giving Quotes.


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I wouldn't waste my time with all of that.

Submit the proposal and call immediately to ensure they got it. Followup within 24 hours to see if they had any questions and how they would like to proceed. I've often asked, when would you like us to start the project?

After that, I don't do any more followup.
Exactly. From that point on it's up to them to help nurture the relationship.

Silence on their part usually means they are getting other prices, have come to the realization that they are in no financial condition for the project, simply don't want to spend the money or are going to use a brother of a sister-in-law whom hasn't worked in three years and think they are going to save thousands of dollars.

If they don't want to communicate then it's onward ho to spend energy and time with someone who does.
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Old 05-27-2015, 07:20 AM   #152
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Re: Silence After Giving Quotes.


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Exactly. From that point on it's up to them to help nurture the relationship.

Silence on their part usually means they are getting other prices, have come to the realization that they are in no financial condition for the project, simply don't want to spend the money or are going to use a brother of a sister-in-law whom hasn't worked in three years and think they are going to save thousands of dollars.

If they don't want to communicate then it's onward ho to spend energy and time with someone who does.
It's funny how many people call back after I forgot about them wanting to move forward. I especially love the ones that get a quote in Jan or Feb and then call in April, May or June to get installed right away. I get silence when I tell them it'll be Aug-Sept before I can get to them.
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You ask for your money frequently, and you collect it quickly, else you stop working immediately.
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Old 05-27-2015, 07:35 AM   #153
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Re: Silence After Giving Quotes.


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It's funny how many people call back after I forgot about them wanting to move forward. I especially love the ones that get a quote in Jan or Feb and then call in April, May or June to get installed right away. I get silence when I tell them it'll be Aug-Sept before I can get to them.
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Old 05-27-2015, 11:40 AM   #154
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Re: Silence After Giving Quotes.


Reason for silence vs # of votes, partial count because my obsolete computer is slow today.

want a lower price, 1
don't understand what goes into an estimate, 1
it's normal, 1
they're rude or f'd up, 2
using you to confirm another's price, 1
expect less than 1/3 to answer, 1

Now to decide which of these is most likely, so you know how to respond.

My two cents:
you charge $D per hour, per sq ft, or per linear ft, and you close 95% (0.95) of the jobs.
Your expected income is 0.95 x $D = $0.95D. This may not maximize your income.

So you charge $1.2D and you close 90%. Expected is now $1.08D so your max income point is either side of the 1.2D price.

Last edited by GettingBy; 05-27-2015 at 11:44 AM.
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Old 05-27-2015, 05:38 PM   #155
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Re: Silence After Giving Quotes.


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I wouldn't waste my time with all of that.

Submit the proposal and call immediately to ensure they got it. Followup within 24 hours to see if they had any questions and how they would like to proceed. I've often asked, when would you like us to start the project?

After that, I don't do any more followup.
Sure, and I have sold jobs without even meeting the client in person and totally on the phone. But this thread is about follow up. Feel the client out and get the job (if you can). I completely agree with KAP in the earlier part of the thread in that it is all about process. For us, we do only design build. so if we know the clients budget over the phone, we can sell a client on a design-build project based on that budget and we know they will always be happy. We only produce designs that fit their budget and then my team is happy because they always have good drawings and specs to work from. Whatever your process is, keep doing it if it works. If it is not working, there are a lot of really good suggestions on this platform.
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Old 05-27-2015, 05:41 PM   #156
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Re: Silence After Giving Quotes.


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Exactly. From that point on it's up to them to help nurture the relationship.

Silence on their part usually means they are getting other prices, have come to the realization that they are in no financial condition for the project, simply don't want to spend the money or are going to use a brother of a sister-in-law whom hasn't worked in three years and think they are going to save thousands of dollars.

If they don't want to communicate then it's onward ho to spend energy and time with someone who does.
I could not disagree more. You can presume all you want, but the fact is you never really know what the client based a decision on unless you ask them. Asking is a way to keep a relationship going. Clients are not the enemy, they are the means and the most integral part of the team. I cannot tell you how many clients are in our database that did not use us on the first go around (usually because of pricing) that use us the next time, then the next, and the next. Not sure about you all, but in CA people buy houses like they buy cars, and the clients we like to work for buy expensive ones. I am OK not getting a job on the first go if they see the value of the relationship long term and I get them for life. Lifetime value of a client is WAY more than some bathroom or kitchen remodel. Just my two cents
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Old 05-27-2015, 05:56 PM   #157
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Re: Silence After Giving Quotes.


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I could not disagree more. You can presume all you want, but the fact is you never really know what the client based a decision on unless you ask them. Asking is a way to keep a relationship going. Clients are not the enemy, they are the means and the most integral part of the team. I cannot tell you how many clients are in our database that did not use us on the first go around (usually because of pricing) that use us the next time, then the next, and the next. Not sure about you all, but in CA people buy houses like they buy cars, and the clients we like to work for buy expensive ones. I am OK not getting a job on the first go if they see the value of the relationship long term and I get them for life. Lifetime value of a client is WAY more than some bathroom or kitchen remodel. Just my two cents
Ehh, I think you read into that a little more than you needed to...

I completely agree that the customer is the number one component of my business.

The point that I was making that if they don't answer two follow up emails or phone calls I'm on down the line.

Yes they are in the data base and yes they will included in mailers and yes they could be customers in the near future or down the line.

But what am I to do? Call non stop? Email sixteen times a day?

Nah, that's not my style. If they call back days, weeks or months later it's business as usual but I'm not going to stalk someone if they don't have the respect to at least email saying not at this time.

Few attempts and that's it. After that they are just in the database and are mailed like the other non-customers.

Kinda like at the ole dance hall...if one don't want to dance another one will...
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Old 05-27-2015, 06:07 PM   #158
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Re: Silence After Giving Quotes.


hands on contractor ?
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Old 05-27-2015, 06:55 PM   #159
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Re: Silence After Giving Quotes.


Let me throw this in here, if you close too high, its possible you aren't culling potentially difficult people, selling too low , or getting into things yo don't want to or need to. At the same time, he's asking for a higher percentage.... I'm pretty sure that's going to be proportional to time invested. Also, what is this persons average job size , so how much time is a bid worth? It s worth some, but that a question to ask.
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Old 05-27-2015, 10:04 PM   #160
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Re: Silence After Giving Quotes.


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Ehh, I think you read into that a little more than you needed to...

I completely agree that the customer is the number one component of my business.

The point that I was making that if they don't answer two follow up emails or phone calls I'm on down the line.

Yes they are in the data base and yes they will included in mailers and yes they could be customers in the near future or down the line.

But what am I to do? Call non stop? Email sixteen times a day?

Nah, that's not my style. If they call back days, weeks or months later it's business as usual but I'm not going to stalk someone if they don't have the respect to at least email saying not at this time.

Few attempts and that's it. After that they are just in the database and are mailed like the other non-customers.

Kinda like at the ole dance hall...if one don't want to dance another one will...
Gotcha. totally on the same page then. Since the thread started with the premise that customers were NOT responding after a bid, that was the stance I was writing from. In your example, you are assuming they have already let you know that they are not interested. Could not agree more. Cheers

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