Ever Just Flat Out Ask For Their Business - Marketing & Sales - Contractor Talk

Ever Just Flat Out Ask For Their Business

 
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Old 02-10-2007, 06:27 PM   #1
 
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Ever Just Flat Out Ask For Their Business


got this from Nets ... among many other sales material I've read/heard.



I've not ONCE ever said "so do we have your business"


I'm not a gunslinger; im a soft sell ... more like a daggon pony sometimes


But I am very open minded on the sales (or anything else) --- and would certainly try it


It feels uncharacteristic to me. Sounds sleazy. But ... if it works ...
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Old 02-10-2007, 06:40 PM   #2
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Re: Ever Just Flat Out Ask For Their Business


Quote:
Originally Posted by dirt diggler View Post
got this from Nets ... among many other sales material I've read/heard.



I've not ONCE ever said "so do we have your business"


I'm not a gunslinger; im a soft sell ... more like a daggon pony sometimes


But I am very open minded on the sales (or anything else) --- and would certainly try it


It feels uncharacteristic to me. Sounds sleazy. But ... if it works ...
Dirt,
Over the years in one form or another I've often asked and been asked that question. Seems appropriate.

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Old 02-10-2007, 06:43 PM   #3
 
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Re: Ever Just Flat Out Ask For Their Business


to me it just seems like going up to a girl and being like "ya wanna hop on it?"




(good to see you jmic )
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Old 02-10-2007, 06:47 PM   #4
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Re: Ever Just Flat Out Ask For Their Business


Quote:
Originally Posted by dirt diggler View Post
to me it just seems like going up to a girl and being like "ya wanna hop on it?"




(good to see you jmic )
that does work...when you are in college...

dirt - ABC - always be closing....

clear out your PM's here, i have a great closing line for you...seriously..
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Old 02-10-2007, 06:53 PM   #5
 
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Re: Ever Just Flat Out Ask For Their Business


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Originally Posted by mahlere View Post
that does work...when you are in college...

dirt - ABC - always be closing....

clear out your PM's here, i have a great closing line for you...seriously..
only difference is in school i never had to give estimates



PMs open ... always looking for suggestions
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Old 02-10-2007, 07:16 PM   #6
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Re: Ever Just Flat Out Ask For Their Business


Dirt- How many visits are you making with these customers? Are you selling on the first visit, meeting them for a 2nd visit with price or are you calling.mailing.or emailing the estimate?

I have not once flat out asked for a job. I know my sales skills need work.

For the pools i have been meeting with the people and giving them a pretty close ballpark price. Then the next morning i will send them a email with an accurate price with the options they want. I've only been on 3 estimates so far, and no bites. I figure as soon as some one says they want to go with me i'll start the design process with the computer imaging with the decking design, plantings etc.

Am i going about this all wrong? Should i go into deck design etc at the first meeting? I find it hard to talk about pool deck square footage without acctually spray painting the pool out in the back yard along with the decking.

Any advice would be appreciated.
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Old 02-10-2007, 07:30 PM   #7
 
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Re: Ever Just Flat Out Ask For Their Business


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Originally Posted by ruskent View Post
Dirt- How many visits are you making with these customers? Are you selling on the first visit, meeting them for a 2nd visit with price or are you calling.mailing.or emailing the estimate?

I have not once flat out asked for a job. I know my sales skills need work.

For the pools i have been meeting with the people and giving them a pretty close ballpark price. Then the next morning i will send them a email with an accurate price with the options they want. I've only been on 3 estimates so far, and no bites. I figure as soon as some one says they want to go with me i'll start the design process with the computer imaging with the decking design, plantings etc.

Am i going about this all wrong? Should i go into deck design etc at the first meeting? I find it hard to talk about pool deck square footage without acctually spray painting the pool out in the back yard along with the decking.

Any advice would be appreciated.


do not send an email as an estimate. That SCREAMS "yeah i really don't give a flyin sh*t" --- even though you think it doesn't - it does. You are not selling direct mail.



Rusk - see my PM
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Old 02-10-2007, 07:30 PM   #8
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Re: Ever Just Flat Out Ask For Their Business


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Originally Posted by dirt diggler View Post
only difference is in school i never had to give estimates
never gave estimates...but did a lot of proposals
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Old 02-10-2007, 07:50 PM   #9
 
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Re: Ever Just Flat Out Ask For Their Business


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Originally Posted by mahlere View Post
never gave estimates...but did a lot of proposals
i lost one cuz i didn't have a license ...


driver's license that is
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Old 02-10-2007, 08:54 PM   #10
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Re: Ever Just Flat Out Ask For Their Business


About a month ago I decided to try something different.

When I completed a job and collected final payment, I started asking if there was any other work that they needed to have done.

I have actually landed a few more jobs this way. I also tell them that we really appriciate them passing our name on to others. I have also landed some job this way.

In the past I have had clients tell me that they thought I was to busy to want more work So I am going to continue to ask for more work and referrals.

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Old 02-10-2007, 10:22 PM   #11
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Re: Ever Just Flat Out Ask For Their Business


Quote:
Originally Posted by dirt diggler View Post
to me it just seems like going up to a girl and being like "ya wanna hop on it?"




(good to see you jmic )
Nothing wrong with that just depends on how you say it.
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Old 02-10-2007, 10:25 PM   #12
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Re: Ever Just Flat Out Ask For Their Business


In 25 years of business and a conservative guess of 60 million dollars worth of sales, I have never, and would never ask if "we have your business". You either do or don't and asking for verbal affirmation won't change it one way or the other.

Do your job, do it well, and you will have more work than you can do.
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Old 02-10-2007, 11:18 PM   #13
 
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Re: Ever Just Flat Out Ask For Their Business


I go to their home after setting a estimate appointment time. I see/ask what they want done I usually either write up the estimate and have them sign or I will quote "this much". If they say they like, I will hand write 2 Two copy's off the estimate which is then the contract price and they sign and hand me a deposit.

I have given appx 20 estimates and landed 18 of them since I started 4 1/2 months ago in my Paint Biz.

I will speak and explain at their level and always, ALWAYS be kind, personal, honest, patient, helpful, and reliable. AND never leave until they are satisfied with their choices and options and my recommendations.

Thanx,
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Old 02-11-2007, 07:48 PM   #14
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Re: Ever Just Flat Out Ask For Their Business


I completely disagree with tscarborough...

.. but in the end if you bring in sales and you're content - that's is the important part.

if, however, you are frustrated with your sales volume... with the amount of proposals you supply compared to the number you get back signed...

it's time for a change.

Remember - things don't fix themselves.

I would feel completely awkard and "unfinished" if I did not ask the customer what the next step was... or if we could start the process... or something along those lines.

most peopel are hesitant when they read this because you cannot explain the tone of voice to use through simple text.

How many dates would one go on if you didn't ask for one? Sure, we all luck into some - but a consistant sales process is a necessity for continual growth and success... regardless of how "hard" or "soft" it is.
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Old 02-11-2007, 09:19 PM   #15
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Re: Ever Just Flat Out Ask For Their Business


No worries, Netprofitsinc, many if not most sales coaches and sales managers also disagree with me on this point. The fact is that I prefer for the customer to tell me that I have their business without me asking, which is what my personal experience is. If you have to ask for it, you did not do all the steps up to that point correctly, IMO.

In your dating analogy, you have to ask for the date, sure, but YOU have to ask to get laid and I just do. Who gets laid more in that analogy?

Last edited by Tscarborough; 02-11-2007 at 09:22 PM.
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Old 02-11-2007, 09:26 PM   #16
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Re: Ever Just Flat Out Ask For Their Business


Good point at the end You're ahead of most people - knowing what the proper steps are to get them want your business
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Old 02-11-2007, 10:23 PM   #17
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Re: Ever Just Flat Out Ask For Their Business


I will say something like, but not limited to, during any and all estimates something to the tune of;

My mandate is to complete my work better than anyone else, to make you 100% satisfied, and always use the best products to achieve the best results. My business is all referral work, and if my customers aren't happy then I'm not working.

... may differ slightly, every time I say it, but seems to work for me personally.
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Old 02-11-2007, 10:47 PM   #18
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Re: Ever Just Flat Out Ask For Their Business


when i rap up a sales call, i always say something like

" I would like to do this job."

it is very well recieved.
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Old 02-11-2007, 10:59 PM   #19
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Re: Ever Just Flat Out Ask For Their Business


Exactly. Ethusiasim is contagious, and if the customer catches it from you, most of the other objections melt away.
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Old 02-11-2007, 11:49 PM   #20
 
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Re: Ever Just Flat Out Ask For Their Business


you know


there was one time I really wanted a particular job (as CS said)

and I felt them slipping (the prospects)

and i just kinda blurted "I can tell just from us talking that we'll get along great. And I know you'll be happy with us"


he agreed

called back 22 days later ...

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