How do you handle the sales?
- Thread starter BBBTree
- Start date
rfwoodvt
New member
- Location
- This side of eternity.
Yep, it is just like getting fired.
Best way to improve your odds of closing the sale is to ensure your prospects are highly qualified before even thinking of presenting numbers.
Lots of ways to do that and just as many books written how to.
It may be you are trying to sell to too many tire kickers who, by definition, are not buying. Remember, you really cannot "sell" something to someone who is not buying in the first place.
A well qualified prospect will have already "bought" the work, they are merely looking for the right person to do the work. Once you have identified what they have already bought you just need to explain to them how you can deliver it and why you are the best one to do it for them.
I always approach my sales calls as if the client has already decided to buy from us. The purpose of my going out is to fill in the blanks on the order form. We close better than 75% as a result.
But again, we've pre-qualified our prospects and don't spend any time on tire kickers.
Best way to improve your odds of closing the sale is to ensure your prospects are highly qualified before even thinking of presenting numbers.
Lots of ways to do that and just as many books written how to.
It may be you are trying to sell to too many tire kickers who, by definition, are not buying. Remember, you really cannot "sell" something to someone who is not buying in the first place.
A well qualified prospect will have already "bought" the work, they are merely looking for the right person to do the work. Once you have identified what they have already bought you just need to explain to them how you can deliver it and why you are the best one to do it for them.
I always approach my sales calls as if the client has already decided to buy from us. The purpose of my going out is to fill in the blanks on the order form. We close better than 75% as a result.
But again, we've pre-qualified our prospects and don't spend any time on tire kickers.
treehumper
Carpal tunnel level member
- Location
- Ridgefield, NJ
Rick is bang on. Qualify, qualify, qualify. It's too easy to see every call as a "sales call"
To manage expectations for the sales person is vital to managing the mindset. Understanding the breakdown of the numbers, from sales leads to closes, will help to reduce the pain of the rejections. By knowing how many leads it takes to get a sale will clarify where one is in the process.
To manage expectations for the sales person is vital to managing the mindset. Understanding the breakdown of the numbers, from sales leads to closes, will help to reduce the pain of the rejections. By knowing how many leads it takes to get a sale will clarify where one is in the process.
- Location
- San Diego, Ca. North county
Know your market.
Jeff
Jeff
Sales for me seems like the last frontier in my tree life maybe as it should be. I had started to become good at it to the point that the customer and I could have a genuinely good time every time, and then I'd come back to make the money. Focusing on personality development was starting to become the main thing in my practice. I started improving sales with charm and personality because I could break the ice with nearly anyone out there not just my customers. Once I broke the ice, they were easy to make deals with and upsale services too. All of this was before I pulled the plug on my own company. I manage the field for someone else now while he goes and gets fired everyday. :/
You guys have a very good understanding of what you do in the sales area. Are you working on the commercial level, residential level, or a lot of both?
You guys have a very good understanding of what you do in the sales area. Are you working on the commercial level, residential level, or a lot of both?
- Location
- San Diego, Ca. North county
We don't do residential.
Jeff
Jeff
I can't stand residential work. After a day like today and this weekend, the owner didn't make much more than crud on the two jobs. I know just how bad that is after years of it myself, but here I am now working for him, making my pay checks, solid climber and having laughs with the customers without a worry. In the mean time the owner is taking the hits from the low ball HO's around here.
He did land some property management job though for tomorrow, so maybe he's starting to catch on. I hope so. I hate to be in a dying company.
He did land some property management job though for tomorrow, so maybe he's starting to catch on. I hope so. I hate to be in a dying company.
boreality
New member
- Location
- boreal forest
Watch out for the "oh you can just fell that" types. If your small enough referals should be most of the calls. Advertise less and get less bidding with more work then deliver good work for the next referal.
LOL, I'm just thinking of what I used to stand there with the residential customers and think, "If it's that easy, why don't go buy a harness, and climb that #### thing yourself? Oh, and then just hump that wood out of your landscaping too. It's easy peasey, isn't it buddy?" Ugh!
I couldn't do it any more. It's one thing to go out there relaxed with a personality day after day with them, but to have to do all of that work myself with my investment in my gear and my time just makes me boil with a lot of them because they don't want to pay real rate. They wholly believe it's work for border hop chumps, and it's all going to be a cheap piece of cake for me to do. Then I don't get paid enough, and I'm boiled mad. So, one thing or the other had to go, and since I'm the only one with my gear/equipment that can push production like I do, I leave the sales to someone else. I'm much, much happier with the customers now. We like each other now
So any way about advertising less, and using referrals more. The owner gets on his sneakers, and goes blowing the doors off of the houses around here. He's gung ho about it too. He keeps the work week loaded. We get some referrals, but here the referral thing just doesn't work like it works anywhere else. I really think it's the location, market dynamics, and big urban culture. We do get referrals, but there's no way that would fill up each of our weeks.
The way the owner gets out there to look at trees it's on the fly in the moment with the customers, and most of the time there's no one else to bidding on the same job. That's one thing he does far better than I ever did. Every job I looked at had 2 or 3 other bidders on it, and that's not good when customers are cheap HOs.
I couldn't do it any more. It's one thing to go out there relaxed with a personality day after day with them, but to have to do all of that work myself with my investment in my gear and my time just makes me boil with a lot of them because they don't want to pay real rate. They wholly believe it's work for border hop chumps, and it's all going to be a cheap piece of cake for me to do. Then I don't get paid enough, and I'm boiled mad. So, one thing or the other had to go, and since I'm the only one with my gear/equipment that can push production like I do, I leave the sales to someone else. I'm much, much happier with the customers now. We like each other now
So any way about advertising less, and using referrals more. The owner gets on his sneakers, and goes blowing the doors off of the houses around here. He's gung ho about it too. He keeps the work week loaded. We get some referrals, but here the referral thing just doesn't work like it works anywhere else. I really think it's the location, market dynamics, and big urban culture. We do get referrals, but there's no way that would fill up each of our weeks.
The way the owner gets out there to look at trees it's on the fly in the moment with the customers, and most of the time there's no one else to bidding on the same job. That's one thing he does far better than I ever did. Every job I looked at had 2 or 3 other bidders on it, and that's not good when customers are cheap HOs.
Jeff_Cochran
New member
- Location
- Memphis TN
Every job I looked at had 2 or 3 other bidders on it, and that's not good when customers are cheap HOs.
i like whenever they do get other qualified bids....... sounds like you suck as a salesman and your customer base sucked to, just saying. i woulds laugh in a persons face that tried to tell me how easy it is, my first question after that would be: then why did you call me, are you lazy or broke?. i would get my climbing gear out of the truck throw them a high tie in; hand them a climbing saw; then tell them how to do the job; afterwards sit and watch the show, seriously. you did the right thing, you have to like to sell to be able to sell. you also have to have that killer instinct......... f being nice, I'm nice to my wife; I'm polite to customers. they and i know i'm just there to make money. if we become friends during or afterward, thats awesome. If i just get to do the job, put out a great product, and collect a check, then awesome too. if you are their friend they expect a buddy buddy deal.
i like whenever they do get other qualified bids....... sounds like you suck as a salesman and your customer base sucked to, just saying. i woulds laugh in a persons face that tried to tell me how easy it is, my first question after that would be: then why did you call me, are you lazy or broke?. i would get my climbing gear out of the truck throw them a high tie in; hand them a climbing saw; then tell them how to do the job; afterwards sit and watch the show, seriously. you did the right thing, you have to like to sell to be able to sell. you also have to have that killer instinct......... f being nice, I'm nice to my wife; I'm polite to customers. they and i know i'm just there to make money. if we become friends during or afterward, thats awesome. If i just get to do the job, put out a great product, and collect a check, then awesome too. if you are their friend they expect a buddy buddy deal.
What do you think about this? I and the owner do about $200 a day with two groundies doing $12 an hour. We at the job make the same pay every day. The owner does better some days, and worse than 200 other days averaging out about 200 - 300 a day. At this point he does nothing but getting in his polo shirt and a pair of tennis shoes combing the neighborhoods every day. He's good at it; much better than me, but he's older and a lot more years in the business.
So that's what we can do with this owner and his business cards selling contracts. My point is that this place is pathetic for residential money, and we wouldn't be able to do $1000 a week if we weren't teamed up. It's stupid to own/do sales and climb/manage here unless you are in commercial so I hear.
So that's what we can do with this owner and his business cards selling contracts. My point is that this place is pathetic for residential money, and we wouldn't be able to do $1000 a week if we weren't teamed up. It's stupid to own/do sales and climb/manage here unless you are in commercial so I hear.
NickfromWI
Participating member
- Location
- Los Angeles, CA
No free estimates keeps me happy. I'm a market that is big enough that if 5 people all decline to set up an appt because they just want a free estimate, it's no skin off my back. 5 people will call tomorrow and fill up the calendar.
We have a strong web presence and almost all our clients check us out before they call. By the time they are talking to our people, they are ready to book the work. In fact, some people will book the initial consult AND the work on the same day with the secretary before they even talked to me.
So I ask you- what can your potential clients find out about your company before your owner shows up?
love
nick
We have a strong web presence and almost all our clients check us out before they call. By the time they are talking to our people, they are ready to book the work. In fact, some people will book the initial consult AND the work on the same day with the secretary before they even talked to me.
So I ask you- what can your potential clients find out about your company before your owner shows up?
love
nick
- Location
- Sioux City, Iowa
A 1000. a week, you have to be kidding. You guys must not have any equipment. The first thing to learn is dont close on price. I get jobs all the time where im higher than the other and they cant figure it out. Most tree guys cant close a screen door. Around here most tree companys with equipment and do good work will do 1000. by noon.
"So I ask you- what can your potential clients find out about your company before your owner shows up?" Nick
We list our favorite drinks and bars on our website. Zale gave me the advice. HAHA! ;D
Treeman75, I think you're talking about doing $1,000 gross by noon. No way your saying $1,000 profit by noon, right?
We're working on the website right now (just door to door and referrals), and I bring my own dump truck and chipper to the job. That's all of the big equipment we have out there, and that isn't "big." I hope the co. owner has good credit. I won't have good credit for a while to buy credible equipment, so I need to work with someone with credit. No problem.
We list our favorite drinks and bars on our website. Zale gave me the advice. HAHA! ;D
Treeman75, I think you're talking about doing $1,000 gross by noon. No way your saying $1,000 profit by noon, right?
We're working on the website right now (just door to door and referrals), and I bring my own dump truck and chipper to the job. That's all of the big equipment we have out there, and that isn't "big." I hope the co. owner has good credit. I won't have good credit for a while to buy credible equipment, so I need to work with someone with credit. No problem.
- Location
- San Diego, Ca. North county
Is the owner named Ed?
Jeff
Jeff
- Location
- Michigan
Way too late on the website... Needs to be the first thing you do these days. My site sells jobs every week, I just have to show up and give them a number. I do everything you mention above, owner, climber, sales, payroll, everything. I would never split my responsibilities or $$$$ with anyone.
NickfromWI
Participating member
- Location
- Los Angeles, CA
[ QUOTE ]
A 1000. a week, you have to be kidding..
[/ QUOTE ]
I think there's a misunderstanding. When I read BBBs post, I also read that they were only doing. $1000/wk. But if you re-read it, it says "if we weren't working together we WOULDN'T EVEN be able to make $1000/wk.
Earlier in the post he implies that there are 2 guys making $200/day and ground guys making like $100/day. The math on that alone comes out to like $2,500/week or so.
I think we just both misread the $1000/wk thing.
A 1000. a week, you have to be kidding..
[/ QUOTE ]
I think there's a misunderstanding. When I read BBBs post, I also read that they were only doing. $1000/wk. But if you re-read it, it says "if we weren't working together we WOULDN'T EVEN be able to make $1000/wk.
Earlier in the post he implies that there are 2 guys making $200/day and ground guys making like $100/day. The math on that alone comes out to like $2,500/week or so.
I think we just both misread the $1000/wk thing.
- Location
- San Diego, Ca. North county
Unless the owner is Ed.
Jeff
Jeff
[ QUOTE ]
Way too late on the website... Needs to be the first thing you do these days. My site sells jobs every week, I just have to show up and give them a number. I do everything you mention above, owner, climber, sales, payroll, everything. I would never split my responsibilities or $$$$ with anyone.
[/ QUOTE ]
That sounds great AM. You have quite a deal in your corner of the woods.
Way too late on the website... Needs to be the first thing you do these days. My site sells jobs every week, I just have to show up and give them a number. I do everything you mention above, owner, climber, sales, payroll, everything. I would never split my responsibilities or $$$$ with anyone.
[/ QUOTE ]
That sounds great AM. You have quite a deal in your corner of the woods.
