- Location
- Springfield, MO USA
Qualifying on the phone is huge. Unfortunately, asking a lot of the hard questions can be an immediate turn-off to someone who may have been a good prospect. Some of the "dead-end" bids end up becoming great jobs with return business year after year. The same goes with charging for bids. You wouldn't believe how many good jobs I get where I am the only bidder, and the customer says, "Brand X said they wanted $35 just to come over here and give me an estimate on what I already know I want done, so I told them never mind."
I do charge for consultations, when someone needs me to walk the whole yard with them and tell them what needs done, and prioritize the work, with prices, etc. Otherwise, I figure the expense of the salesman (which is usually me) into the rates I charge my customers. My average customer spends about $700 with me when we work for them, which is about every 2 years. Over the next 20 years, that customer is worth $7000 on average. I'll lose $35 to get $7000 any day.
I'm not saying don't charge for estimates, if it works for you that is great. But either way you go, be sure that you have a system and are consistent. There will be problems when you charge some for the estimate and don't charge others. When screening calls, keep it simple. If they immediately start talking about price, ask them if they will be making their decision based only on price. Otherwise, ask how they heard about you. Ask if they have ever had tree work done by professionals before.
Some of the best ways to improve your confirm ratio, as far as I can tell, is to do some things that the other guys don't do: Answer the phone or promptly return calls. Show up on time, in a clean vehicle. Take the time to be pleasant. Be presentable, even if you have been working (at least have a clean company shirt in the truck for your estimates.) Take off the sunglasses and look people in the eye. Show your passion for what you do. Tell the truth. Follow up after the estimate.
I am not an expert in sales, that is for sure. These are just my perceptions of what works in my little world. Good luck to all of us.
I do charge for consultations, when someone needs me to walk the whole yard with them and tell them what needs done, and prioritize the work, with prices, etc. Otherwise, I figure the expense of the salesman (which is usually me) into the rates I charge my customers. My average customer spends about $700 with me when we work for them, which is about every 2 years. Over the next 20 years, that customer is worth $7000 on average. I'll lose $35 to get $7000 any day.
I'm not saying don't charge for estimates, if it works for you that is great. But either way you go, be sure that you have a system and are consistent. There will be problems when you charge some for the estimate and don't charge others. When screening calls, keep it simple. If they immediately start talking about price, ask them if they will be making their decision based only on price. Otherwise, ask how they heard about you. Ask if they have ever had tree work done by professionals before.
Some of the best ways to improve your confirm ratio, as far as I can tell, is to do some things that the other guys don't do: Answer the phone or promptly return calls. Show up on time, in a clean vehicle. Take the time to be pleasant. Be presentable, even if you have been working (at least have a clean company shirt in the truck for your estimates.) Take off the sunglasses and look people in the eye. Show your passion for what you do. Tell the truth. Follow up after the estimate.
I am not an expert in sales, that is for sure. These are just my perceptions of what works in my little world. Good luck to all of us.
