Irving,as long as you have put together a real estimate of the job,as opposed to pulling a number out of your hat, the other bids are not important.What you need to do is convince the customer that you are the right contractor at the right price(your price). Not to say you can't discount a little to make the close. I will discount 5% maximum,but only if it is a job i want,or by way of a referral.irving said:Looking for advice on getting customers off the fence and close the deal. Also, how to determine where they are on other bids and how they stack up.
Irving,there there are three important areas that customers use to evaluate a potential contractor, the person or personel of the company ,the image the company puts forth such as its advertising,vehicles etc..,and the type and level of service the company can provide. This is close to the disney company's,cast ,scene,set,formula. Try to work on improving each of these areas one at a time. As for trying to evaluate the customer,this is difficult as customers will rarely disclose what thier realy thinking.irving said:Aside from a professional bid, which I always do, I am looking for some ideas of a proactive close. Especially from the leads from a lead service. I have a good closing ratio. But it seems that the jobs I think are in the bag, I don't get. The ones I'm not too sure of, I do.
I'm looking for some ideas to evaluate the customer, as to their thoughts on the bids they have received, and improve my closings. Ideas to get the customer to comit. I have my ways, but they don't seem to be working. What are some of other contractor's ways of getting to the bottom of the customers head.
Paul you might not like or employ them, and I can understand why, but the disturbing fact is they work, and they work alarmingly well. I have personally seen them employed and I have seen them not employed and I have witnessed the higher percentages of closings that result and more importantly I have witnessed the grossly larger profits that result from tactics such as those.Paul Staub said:"What do I need to do to earn your business tonight?"
"What is there to think about?"
"Let me sharpen my pencil and see what I can do for you"
"Let me call my manager and see if we can do something for you"
"If you buy tonight I can save you an additional 10%"
Actually I am not fond of this closing tactic.Let me sharpen my pencil and see what I can do for you" - show me a customer who doesn't like a good deal or says I don't like to negotiate and I will show you the biggest liar in the room. All customers like a deal, some just have to pretend that they aren't negotiating to negotiate.
I enjoyed that book as well. I also reccomend:I highly, highly recommend Zig Ziglar's Secrets of Closing the Sale. It is an excellant book. I read Markup and Profit and noticed how many times Michael Stone made references to Zig Ziglar. I looked into his books and found Secrets of Closing the Sale.